You’ve decided to integrate cloud solutions into your offerings, you’ve solidified plans, and generated leads. Now it is time for the final step: execution.
Today it’s time to look at Module 7 of the Cloud Profitability Program (CPP) series: transforming your team and executing your plans.
Expect things to change
Just as your business itself is changing, you’ll need to prepare your team that they may need to adjust their roles and functions too. You may need to restructure your team for the cloud. This affects everyone from the top executives to the middle managers to your front-line sales people.
As an example, consider whether to continue dividing your sales force regionally. Will this still work with a cloud-based model, when geography doesn’t really matter?
Also, will you need to hire new sales people? If so, consider the needs of your new business – such as whether you hire sales people trained in telco, and who understand how to sell recurring services. In fact, you may wish to create a specialized telesales team who complements your existing sales structure.
Also think about how existing and new teams will affect customer engagement. Are there conflicts, or cohesion, in the new models you’re considering?
In the latest IDC Cloud Partners 2.0 ebook Emily Lynch, VP of Catapult Systems, shares her company’s approach when moving the company to offer cloud solutions: “We decided to build a separate group as a national cloud sales team. Our account executives will continue to sell cloud up to 70 miles outside of their geography. Everything else goes to the national cloud sales team because that’s going to be their focus.” You can read more suggestions in the ebook, page 27.
What to do?
From a tactical perspective, there are steps you can take to help you and your team be ready to make changes.
First, identify owners and actors for the various tasks and steps of your cloud-business transformation. Consider who will own each stage – this may include planning, accountability, feasibility, and governance. Also ensure resources are available to help along the way.
Also, don’t forget your end goal. Remember the business plans you set up when you first decided to integrate cloud to your business? Keep those plans and goals in mind as you set measurable milestones along the way. This will help you execute according to your plan.
Finally, focus on the long-term. Remember, change takes time.
To learn more about transforming your team, watch the Transform Your Team video.
Also I highly encourage your to read the Cloud Profitability ebook – this is your guide for tactical insights on transitioning to the cloud. The information presented comes from dozens of interviews with Microsoft partners who have transitioned to the cloud. You can learn from their experience and best practices!
This post is part of a series on the Cloud Profitability Program (CPP), which offers online, on-demand video modules to help you and your organization transition to the cloud. Read past installments covering part 1, part 2, part 3, part 4, part 5, and part 6. Also, at any time, you can see the complete set of training modules and resources in the CPP learning path.