“…solution providers that focus on hardware and on-premise services need to find new sales people that understand the cloud and can sell based on business outcomes rather than specific products and speeds and feeds. “You want to get into the cloud?” she asked the audience of solution providers. “Fire all of your sales force”.
Says Gartner Vice President and Distinguished Analyst Tiffani BovaVia
Maybe training and deep understanding of the new business in place would be sufficient! It’s a good provocation from a Gartner people, switching on cloud require specific competences il all organisation fields.