December 2, 2016 Leave a comment
By Chris Wiedemann, consultant
Government is progressively moving to the cloud, but how can industry adapt to the changing procurement and sales landscape?
This was a common theme at immixGroup’s recent Government IT Sales Summit. The Civilian Federal Budget briefing my colleague, Tom O’Keefe, and I delivered during Summit focused on the centrality of cloud adoption to our customer base and the necessity of incorporating a cloud-based message into your sales strategy.
As with any sales strategy, we can’t give you a silver bullet for messaging. Figuring out exactly what your specific customer is doing in the cloud is going to be key, and that will require leveraging the relationships you already have.