The Secrets to Selling Cloud Business Course Series
PCA 8031 (Classroom) ~~ PCA 8032 (Virtual Classroom) ~~ PCA 8033 (Distance Learning)

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“Total IT services related to Cloud Computing will grow to US$8 trillion by 2013.”
Source: Gartner

The Secrets to Selling Cloud Business course is focused on imparting the sales campaign knowledge necessary for you to take an unfair and growing share of the Cloud Computing market. It starts by looking at the Cloud from a business perspective: what problems can the Cloud solve for you and your customer. It defines Cloud Computing, explores the barriers and risks of going to the Cloud, and describes the various implementation models of the Cloud. It also helps you guide your customers’ determination of what business application they should take to the Cloud first.

Course learning emphasis

The Cloud is here to stay, and every prediction is that its growth will be phenomenal. Can your business take advantage of that revenue potential?

The fundamental learning outcome from the courses in this series is that your Cloud Computing knowledge will immediately contribute to helping you make smart, effective and ultimately successful Cloud Computing business decisions on whether you can take your products and services to the Cloud, in what order, and how.

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Course objectives

  • Clear away the incorrect information fog and beliefs that seem to constantly swirl around Cloud Computing
  • Provide understanding of Cloud Computing nomenclature, attributes, models and services
  • Be familiar with the selling of Cloud Computing to solve business issues for your customers
  • Ensure that you become your customer's trusted advisor in the area of Cloud Computing

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Sales and marketing professionals and leaders responsible for returning a profit by selling your piece of the Cloud.

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Course prerequisites

There is no pre-reading or advance preparation required for this course.

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Course learning modules

  1. Selling in the Cloud marketplace
    Most business issues are related to each other in some way but viewed differently from the perspective of the particular person you are trying to sell to. The benefit of your Cloud solution needs to be “adjusted” to focus on that executive’s point of view.
  2. Cloud business imperatives
    Real understanding of the prevailing business issues in the areas of
    • Accounting (financial)
    • Aggravation (operations and management)
    • Agility (ability to react to opportunities and threats quickly)
  3. Cloud Computing defined
    Understanding and appreciating how the Cloud’s scope and infrastructure allows vendors to supply computing, platform, software and services to their customers.
  4. Fact, barriers and risks
    Understand the facts, barriers and risks up front; then you can make effective Cloud Computing business decisions.
  5. Cloud model definitions
    Ensure that you fully understand the business values of the four Cloud Business Models:
    • Private Cloud
    • Public Cloud
    • Community Cloud
    • Hybrid Cloud
  6. Selecting the first business application to move to the Cloud
    Selecting that first business application is a thoughtful and deliberate balancing act in five dimensions. Learn how to guide your customer in making this important decision.

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Course delivery logistics

The Secrets to Selling Cloud Business course can be delivered in any of our standard delivery options.

Course # Learning delivery methodology Course duration Class size
PCA 8031 Classroom:
Classroom-based facilitator-led and delivered lectures, group discussions, discovery and experiential learning sessions, comprehension quizzes and group and team learning interactive exercises.
8 hour delivery and exercise session with an 8:00AM start
-- or --
8 hours starting at 1:00PM and flowing into the next morning
Min: 5
Max: 16
PCA 8032 Virtual Classroom:
Facilitator-led Internet-enabled audio and visual lectures, group discussions, comprehension quizzes and group and team learning interactive exercises.
Two 3-hour delivery sessions on one day
-- or --
Two 3-hour delivery sessions over two days
Min: 5
Max: 25
PCA 8033 Distance learning:
Facilitator-led Internet-enabled audio and visual lectures with a ten minute question and answer period at the end of each session.
Four 1-hour delivery sessions to meet your schedule requirements Min: 5
Max: 50

The content of the courses is the same across all delivery options. Certain exercises and activities are adapted to work in the virtual or distance learning delivery options. The amount of time for discussions and other group or team learning exercises is also correspondingly adjusted. Custom delivery options are available.

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Your organization's specific additional content, special delivery needs or participation volume requirements may be blended into these courses. For more information, see our custom training services. Please e-mail us at to plan for any customization you require.

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Course Abstract
Course Brochure
Course Data Sheet