​To help you be ready for upcoming Microsoft Azure solution sales conversations with a business decision maker (BDM) or other prospective buyer, we’ve curated a set of training resources. These should help you anticipate questions and hone your pitch.
Where to start
We know your number one concern is finding the right solution to meet your customer’s needs. Depending on what those needs are, you must then help your customer understand why that’s the best choice. For example, Azure can help business develop modern applications, build infrastructure, gain insights from data, and manage identity and access. Understanding the options is vital to your ability to convince them why a solution like Azure is the cloud platform of choice for them. You can learn this and much more on Azure.com.
Because Azure includes many services, it might be best to start by focusing on a specific area. For example, for partners who work with small and midsize business (SMB) customers, consider starting with Azure Backup.
As in any sales conversation, you should also be prepared for objections and questions. Common questions include:
  • What business problems is Azure solving?
  • How much does the solution cost?
  • Why is Azure better than Amazon Web Services (AWS)?
To help you prepare an effective sales pitch, attend this one hour and twenty minute curriculum called Sales Boot Camp. The modular training covers an overview of Azure and its benefits, what customers can do with Azure, customer scenarios and situations, common questions and concerns, pricing and licensing options, and available resources. At the end of the training is an assessment to test what you’ve learned.
If you are pitching to SMB customers, you’ll also want to review the ModernBiz sales materials. Choose a conversation that meets the current business needs of your customer: Grow Efficiently, Safeguard Your Business, Business Anywhere, or Connect with Customers. 
If you are talking with a chief financial officer (CFO), you won’t want to miss the Pitch Perfect videos, which portray mock sales conversations around Azure. The conversations cover the Elevator Pitch on Azure as an Infrastructure as a Service (IaaS) platform. They provide a useful example of how to guide customers who are already experimenting with the cloud to consider Azure. Also, use these resources to help you address customers who have not started thinking about the cloud.
If you want to go deeper, we have developed 12 real-life scenarios that explain the Azure solution and how to pitch it to the customer.
Finally, if you want to go even deeper into the specific features and scenarios of Microsoft Azure—either as IaaS or Platform as a Service (PaaS), and more—you’ll find lots of training on the Azure sales learning path.
How to buy
To help your customers make a strategy for purchase, you’ll want to cover pricing structure and options. Azure is available directly from our Azure website in a pay-as-you-go model, through an Enterprise Agreement or through Open Licensing. Also review partner information about how to purchase Azure.
Additional resources and where to start
There’s a lot of info here. As a key takeaway, your first step is to review the Azure sales learning path—you’ll find a variety of on-demand training courses and resources such as those mentioned above.
You can read more about selling cloud services through blog posts by my colleagues Brent Combest and Jen Sieger.
Finally, take advantage of your Microsoft Partner Network (MPN) benefits by attending the Labs on Azure: First Steps online workshop to learn how to spin up a test lab or sandbox quickly and become agile in learning, development, and prototyping. You can also access technical presales assistance to win more customer deals, including competitive assistance, feature overview and comparison guidance, request for proposal (RFP) questions, and business value propositions. Learn about additional services available as part of your MPN benefits to help you sell, deploy, drive customer usage and support Azure more effectively.
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