AlexOakenman - Fotolia
The Cloud Industry Forum (CIF) has stepped up the training it provides the channel in recognition that those at the coal face need more support.
The industry group has leant on business development experts Larato to develop the Sales Academy 2.0, which is a video based online learning resource.
The aim of the training is to help those sales staff working in the channel build on their existing knowledge and put them in a position to be more confident talking about cloud technologies.
The online training is divided into four modules, which cover some of the current main growth areas in the cloud market.
The training covers both technology and sales with help getting to grips with the fundamentals of SaaS and VoIP and UC.
There is also some guidance on how to hold better sales meetings and sales playbooks that focus on managing and closing sales of SaaS and hosted application services
“The industry is aware that CIF has invested in a number of online training resources, which to date have focused on Cloud professionals and others looking to transition an organisation to the Cloud. However, we believe that the time is right to create an online resource aimed squarely at those individuals who are at the coal face of sales: the channel and vendor sales teams tasked with quotas, win rates and targets," said Alex Hilton, CEO of CIF.
"This online resource – developed with Larato and the knowledge its team has in business development – is designed to be simple to follow, easy to understand and designed for time poor sales teams," he added.
CIF member Larato has helped devise the training coming from a background in developing sales expertise. It has already helped some cloud services players increase revenue and large deal volumes as a result of its support.
Lucy Green, managing director at Larato, said that the modules had been developed with the channel in mind.
"We have developed these specifically to support the work the Cloud Industry Forum is undertaking in driving forward and developing this maturing market. Key to this is helping individuals and organisations throughout the Cloud ecosystem understand the sales process, guide them through the sales cycle and give them the tools they need to deliver business opportunities and sales," she said.