The 16th International Cloud Expo has announced that its Call for Papers is open until February 28, 2015. 16th International Cloud Expo, to be held June 9-11, 2015, at the Javits Center in New York City brings together Cloud Computing, APM, APIs, Security, Big Data, Internet of Things, DevOps and WebRTC to one location.
With cloud computing driving a higher percentage of enterprise IT budgets every year, it becomes increasingly important to plant your flag in this fast-expanding business opport...| By Ian Khan | Article Rating: |
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| February 8, 2015 03:45 PM EST | Reads: |
1,803 |
Three Essential Steps to Generating Pandemic SaaS Sales | Part 1
Selling is a profession that you can never take lightly. To be successful at marketing and selling something you have got to be the best, on top of your game, ahead of the competition and ready to do what nobody else dares to do. The world of SaaS sales is no different. Competition can be cutthroat, with every next company offering the best shiniest object that can help you cure your worst nightmares and keep your numbers and yes the boss happy. That's far too easy!
So what is it that differentiates the lions form the lambs, the leaders from the followers and the ones who exceed their quotas to those who barely struggle to meet them. The three needed ingredients in this formula of success are not too far from what you may have thought a hundred times before. However success lies in not just knowing these principles but living, breathing and believing them as the source of your destiny.
A Sad Prospect Is a Good Prospect
Profiting from someone's pain does not sound like a good thing, but being able to take someone's pain away is the greatest deed ever. Meeting prospects who have a certain pain in their businesses, whether it's generating cash, marketing products, solving operational headaches or other, can be the best type of prospect you can meet. This is the time when they need a solution and someone who can deliver and take the pain away. Finding these prospects is a hard task but an essential one. If you fail to find companies, people and organizations that are not trying to solve a problem, you are not proactively selling. You are literally waiting for a sale to land in your lap, which does not usually turn out well.
Action Plan
Get out there and have as many conversations as possible. Don't hesitate to ask your prospects a direct question: "What is the biggest pain (in your area of expertise) that your business is currently facing?" Perhaps not every conversation will bring you a million dollar sale, but conversations will lead to opportunities, referrals, and finally recognition, when you are able to solve those problems with your solutions or products.
The SaaS world is competitive, cutthroat, fast moving and yet sometimes frustratingly slow. How do we excel in such an environment? Industry knowledge is key to starting conversations and conversations are the key to making sales happen. To survive get all the knowledge you can get and learn about everything that even remotely touches your product. That conversation at the bar or a coffee with a stranger at a trade show sometimes turns into a multi-million dollar opportunity, purely because of the mere industry knowledge and expertise that you possess. Your knowledge about not just your solution but a broader level of understanding is a testimony of your expertise and you may actually not even need to sell hard because the customer will be sold on your expertise in the first place, and second on the solution you offer. This is an absolute great way to open up the doors that have been closed for you. Guaranteed!
Do you have an opinion about this article? Feel free to comment.
Published February 8, 2015 Reads 1,803
Copyright © 2015 SYS-CON Media, Inc. — All Rights Reserved.
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More Stories By Ian Khan
Ian Khan leads Innovation & Marketing initiatives at Solgenia, a global Cloud services provider with more than 3500 enterprise customers globally that includes Top Fortune 100 and Fortune 500 companies. An advocate of Cloud computing and a thought leader driving change within the industry, Ian is a catalyst for collaboration and Cloud solutions. He has written for multiple industry publications, presented at various industry events worldwide, and brings more than 15 years of in depth technology experience across various industries. Ian is a PMP Certified Project Manager, MCSE, and an Instrumentation Technology engineer.
The 16th International Cloud Expo has announced that its Call for Papers is open until February 28, 2015. 16th International Cloud Expo, to be held June 9-11, 2015, at the Javits Center in New York City brings together Cloud Computing, APM, APIs, Security, Big Data, Internet of Things, DevOps and WebRTC to one location.
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Analytics is the foundation of smart data and now, with the ability to run Hadoop directly on smart storage systems like Cloudian HyperStore, enterprises will gain huge business advantages in terms of scalability, efficiency and cost savings as they move closer to realizing the potential of the Internet of Things.
In his session at 16th Cloud Expo, Paul Turner, technology evangelist and CMO at Cloudian, Inc., will discuss the revolutionary notion that the storage world is transitioning from me...
Want to enable self-service provisioning of application environments in minutes that mirror production?
Can you automatically provide rich data with code-level detail back to the developers when issues occur in production?
In his session at DevOps Summit, David Tesar, Microsoft Technical Evangelist on Microsoft Azure and DevOps, will discuss how to accomplish this and more utilizing technologies such as Microsoft Azure, Visual Studio online, and Application Insights in this demo-heavy session.
“Will Jaya is a direct source for server integration and storage solutions. If you are looking for any specific configurations for a project we can help you configure based on your needs and requirements," explained Netty Goya, CEO of Will Jaya, in this SYS-CON.tv interview at 15th Cloud Expo, held Nov 4–6, 2014, at the Santa Clara Convention Center in Santa Clara, CA.
SYS-CON Media announced that Cisco, a worldwide leader in IT that helps companies seize the opportunities of tomorrow, has launched a new ad campaign in Cloud Computing Journal.
The ad campaign, a webcast titled Business Intelligence Through Location Services, focuses on where customers go, and what they do, inside your offices, stores, and branches. It discusses the network design and solutions that can help you transform your location-based insights into real business intelligence.
There is little doubt that Big Data solutions will have an increasing role in the Enterprise IT mainstream over time. 7th International Big Data Expo, co-located with 16th International Cloud Expo - to be held June 9-11, 2015, at the Javits Center in New York City, NY - has announced its Call for Papers is open until February 28, 2015.
As advanced data storage, access and analytics technologies aimed at handling high-volume and/or fast moving data all move center stage, aided by the cloud compu...
Agility is top of mind for Cloud/Service providers and Enterprises alike. Policy Driven Data Center provides a policy model for application deployment by decoupling application needs from the underlying infrastructure primitives. In his session at 15th Cloud Expo, David Klebanov, a Technical Solutions Architect with Cisco Systems, discussed how it differentiates from the software-defined top-down control by offering a declarative approach to allow faster and simpler application deployment.
Davi...
SYS-CON Media announced that Cisco, a worldwide leader in IT that helps companies seize the opportunities of tomorrow, has launched a new ad campaign in Big Data Journal.
The ad campaign, a webcast titled Analytics Solutions for Driving Better Business Outcomes, focuses on how Big Data analytics can boost your business. The webcast will take place on February 24, 2015, at 9 a.m. PST.
SYS-CON Events announced today that IndependenceIT, a leading software provider of simplified IT management solutions for workspaces, applications and desktops-as-a-service, will exhibit at SYS-CON's 16th International Cloud Expo®, which will take place on June 9-11, 2015, at the Javits Center in New York City, NY.
IndependenceIT's Cloud Workspace® Suite combines application, end-user and infrastructure management into a seamless, easy-to-manage platform, with a unified management interface an...
CloudBees, Inc., has announced a $23.5 million financing round, led by longtime CloudBees investor Lightspeed Venture Partners. Existing investors Matrix Partners, Verizon Ventures and Blue Cloud Ventures also participated in the round.
The latest funding announcement follows earlier rounds of $4 million, $10.5 million and $10.8 million, bringing the total investment in CloudBees to just under $50 million since the company’s inception in 2010. Previous venture investment rounds were led by Ma...
Are your applications getting in the way of your business strategy? It’s time to rethink your IT approach.
In his session at 16th Cloud Expo, Madhukar Kumar, Vice President, Product Management at Liaison Technologies, will discuss a new data-centric approach to IT that allows your data, not applications, to inform business strategy. By moving away from an application-centric IT model where data integration and analysis are subservient to the constraints of applications, your organization will b...
Today, IT is not just a cost center. IT is an enabler and driver of business. With the emergence of the hybrid cloud paradigm, IT now has increasingly more capabilities to create new strategic opportunities for a business. Hybrid cloud allows an organization to utilize multi-tenant public clouds, dedicated private clouds, bare metal hosting, and the associated support and services for the right use cases through an on-demand, XaaS model. This model of IT creates tremendous opportunities for busi...
Cloud computing started a technology revolution; now DevOps is driving that revolution forward. By enabling new approaches to service delivery, cloud and DevOps together are delivering even greater speed, agility, and efficiency. No wonder leading innovators are adopting DevOps and cloud together!
In his session at DevOps Summit, Andi Mann, Vice President of Strategic Solutions at CA Technologies, explored the synergies in these two approaches, with practical tips, techniques, research data, wa...
Software AG and Wipro Ltd. have announced a joint solution platform for streaming analytics that provides real-time actionable intelligence for the Internet of Things (IoT) market.
“The key to successfully addressing the IoT market is the ability to rapidly build and evolve apps that tap into, analyze and make smart decisions on fast, big data”, said John Bates, Global Head of Industry Solutions and CMO, Software AG.
To address the huge market potential created by streaming analytics in conj...
Appcore deploys cloud for service providers based on the Apache Cloud set. In this demo at 15th Cloud Expo, Nate Gordon, Director of Technology at Appcore, shows their new product that's coming out in January - Appcore Atlas, which is focused on deploying private clouds based on CloudStack in 15 minutes or less.
Our upcoming June 9-11, 2015, event in New York City will present a total of 10 simultaneous tracks (the largest conference content in the world) by an all-star faculty, over three days...
Amazon, Google and Facebook are household names in part because of their mastery of Big Data. But what about organizations without billions of dollars to spend on Big Data tools - how can they extract value from their data?
In his session at 6th Big Data Expo®, Ali Ghodsi, Co-Founder and Head of Engineering at Databricks, discussed how the zero management cost and scalability of the cloud is addressing the challenges and pain points that data engineers face when working with Big Data. He also s...
The excitement around the possibilities enabled by Big Data is being tempered by the daunting task of feeding the analytics engines with high quality data on a continuous basis. As the once distinct fields of data integration and data management increasingly converge, cloud-based data solutions providers have emerged that can buffer your organization from the complexities of this continuous data cleansing and management so that you’re free to focus on the end goal: actionable insight.
Eighty-five percent of companies store information in some sort of unstructured manner. In this demo at 15th Cloud Expo, Mark Fronczak, Product Manager at Solgenia, discussed their enterprise content management solution, which was created to help companies organize and take control of their digital assets.
An entirely new security model is needed for the Internet of Things, or is it? Can we save some old and tested controls for this new and different environment? In his session at @ThingsExpo, New York's at the Javits Center, Davi Ottenheimer, EMC Senior Director of Trust, reviewed hands-on lessons with IoT devices and reveal a new risk balance you might not expect. Davi Ottenheimer, EMC Senior Director of Trust, has more than nineteen years' experience managing global security operations and asse...
How do you surge ahead of the competitors and completely shake up the game? What determines who becomes the next Netflix, Apple, or Salesforce of your industry? It all comes down to identifying the opportunity to grow revenue and gain the competitive advantage. You don’t need to reinvent the wheel – just reinvent how you package and sell your products and services.
Consider the brands above – each company is not the sole provider, or even the inventor, of the products and services they sell. A convergence of cloud computing technologies, mobility, and changing consumer preferences created the...
The annual holiday shopping season, which starts on Thanksgiving weekend and runs through the end of December, is undoubtedly the most crucial time of the year for many eCommerce websites, with sales from this period having a dramatic effect on the year-end bottom line.
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Selling is a professional that you can never take lightly. To be successful at marketing and selling something you have got to be the best, on top of your game, ahead of the competition and ready to do what nobody else dares to do. The world of SaaS sales is no different. Competition can be cut throat, with every next company offering the best shiniest object that can help you cure your worst nightmares and keep your numbers and yes the boss happy. That's far too easy !
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Modern infrastructure constantly generates log data at a rate faster than humans can easily analyze. And now that data centers can be built and torn down with scripts, the amount of activity and data is exponential.
Kony, Inc. burnished its mobile development credentials this week, detailing new updates to its visual tools and platform, expanding its partner ecosystem, and launching a new enterprise mobile app marketplace.
The combined efforts are designed to help businesses gain enterprise-grade mobile productivity fast, leveraging central services and automation, embracing all end-points from a common code base, and encouraging users themselves to tweak their apps best.
There’s no denying we’re in the midst of a cloud craze – but, behind all the hype, is cloud adoption really imperative? How much of the cloud buzz is fabrications of possible benefits, and how much of it is reality? To decipher what’s true and what’s false, I’ve put together a list of five reasons why cloud adoption is important, based on the facts.
Freedom from responsibility and costs. Yes, when you move services to a cloud provider, you immediately relinquish some control. However, you instantly free yourself from the cost of hardware and server management, and gain back the time (or manpo...
Hang around any IT department (or the AppDynamics offices) and you likely won’t finish a cup of coffee before somebody brings up the cost of downtime or the ascent of DevOps. And that’s a good thing, because these are two topics that are central to the value that IT brings to enterprises today and how that value will increase in the future.
IDC recently published research on these two topics in its report, “DevOps and the Cost of Downtime: Fortune 1000 Best Practice Metrics Quantified,” by IDC Vice President Stephen Elliot. (See the full report.) AppDynamics was happy to cooperate with the st...
Since enterprise digital transformation efforts involve organizational, process, and technology changes that better connect the customer to the technology systems of record, formulating the best way of accomplishing the goals of digital sounds like a perfect application of enterprise architecture. Only most organizations don’t see this connection.
Evolve or Die: What Agile and Continuous Delivery Mean for Change Management
Change Management was designed to cater for “big bang” software changes with enormous risk, as a means of preventing disaster by exhaustive review. Modern software development has moved on. Continuous Delivery and Agile aren't just speeding up software delivery, they're also improving the quality of software. The speed of Continuous Delivery (CD) makes it fundamentally incompatible with traditional Change Management (CM).
“Solr or Elasticsearch?”…well, at least that is the common question I hear from Sematext’s consulting services clients and prospects. Which one is better, Solr or Elasticsearch? Which one is faster? Which one scales better? Which one can do X, and Y, and Z? Which one is easier to manage? Which one should we use? Which one do you recommend? etc., etc.
These are all great questions, though not always with clear and definite, universally applicable answers. So which one do we recommend you use? How do you choose in the end? Well, let me share how I see Solr and Elasticsearch past, pres...
New York-based adMarketplace, a search syndication advertising network, uses big data to improve its search advertising capabilities.
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In part two of our series on adMarketplace, we'll explore how they instantly capture and analyze massive data to allow for efficient real-time bidding for traffic sources for online advertising. And we'll hear how the data-analysis infrastructure also deliv...
If you’ve spent any time at leading cloud computing conferences, you may have come across the meme “pets vs cattle.” (Here is a lengthy slideshare presentation by Randy Bias of EMC/Cloudscaling discussing the difference between pets and cattle in a cloud computing world.) The message associated with this meme is that we should have different attitudes about traditional infrastructure versus today’s cloud infrastructure.
Traditional infrastructure is expensive and individuated – we give servers names, we lavish attention on them, and when they suffer problems we do evaluation, diagnosis, and n...
When it comes to cloud computing, there is no “one size fits all” platform for getting work done. High Performance Computing (HPC) workloads are not web applications. Thankfully, there are clouds specifically designed for running HPC workloads rather than web applications.
No matter what type of work they do, all clouds have "Cloud Controllers" which put resources to work, and often feature load balancing and metering capabilities. An HPC Cloud uses a Job Scheduler to assign work when requested. Basically, this puts work in queues for future execution on appropriate resources. Jobs are then...
Enterprise resource planning systems like SAP ran manufacturing-economy companies that made widgets. In the digital economy, systems like Aria are the new ERP. Seventeen of the Fortune 500 companies launched on the Aria Active Monetization platform in 2014.
Event-oriented non-blocking reactive applications will be ever more important.
In late 2014, Amazon announced AWS Lambda, a distributed compute service that runs code in response to events and manages the compute resources automatically and elastically for you, so you don’t have to think about machines, disks, memory and queue servers...





















