The most common way to sell Azure migrate projects is server by server or workload by workload to an IT department of the customer. The problem with this approach is that you have to sell again and again every migration project. Sales cost are high, revenues low and the customer will invite competitors to keep your offerings competitive. Result is that the margin on your Azure business is low. Because you are not able to sell your added value services and have to chance to build a trusted relationship with your customer.
The more successful way is focusing on the complete Decision Making Unit, including the C-level of your customer and make them aware that a decision to migrate to Azure is an important strategic decision and a major step in their digital transformation.
The big advantage of this approach is that you only have to sell this once and if successful you will become their trusted partner. The customer relationship will become more sustainable and because of that you can make higher margins by selling more added value services.
In this Selling Azure Migrate Community blog, we Alinea Partners and the CloudLab will share their long years of selling strategically managed services business to end customers and more particular in being successful in selling Azure Migrate.
Herb Prooy
Teams or E-mail: herb.prooy@thecloudlab.com
