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@CloudExpo Authors: Pat Romanski, Liz McMillan, Elizabeth White, Roger Strukhoff, Philippe Abdoulaye

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Selling the Cloud: Building your Go To Market System

The headline best practice reference for our new Cloud Revenues program is the Bain article ‘Selling the Cloud‘.

In this they describe a sales strategy for Cloud Providers, which at the heart is achieved via a ‘Go To Market’ framework.

Cloud GTM

In essence this “Cloud GTM” is a simple maturity model for selling Cloud solutions, a set of skills and processes that a provider should have implemented to mature levels to ensure they can consistently generate new leads and close a growing momentum of revenues.

We agree this is a strong model and use it to guide the content and services we are developing via Cloud Revenues, by documenting this Cloud GTM here.

For example B.1.1. refers to ‘Category management‘, where are expertise includes how to use the official NIST Cloud standards to organize this section; or for B.3.3. ‘Demand Generation‘ we work with e-marketing SaaS vendors to promote webinars and social media.


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