CompTIA

Playbooks Will Help The Channel Sell Cloud Services Says CompTIA

CompTIA expands IT Channel training options with Sales Playbook courses

CompTIA has added Sales Playbooks to its arsenal of IT training materials for the channel. The company claimed the training packages can help resellers hone their skills in prospecting activities and sales campaigns for emerging technology solutions. CompTIA has also created a range of training courses for the channel to help them push cloud services more effectively.

The Playbooks allow sales people to identify, target, position and close new opportunities in cloud-based storage, claims the vendor. As part of the packages, CompTIA has created ranges of workshops and training sessions to help contextualise the range of possibilities.

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The first two Playbook themes – on cloud-based storage and cloud-based backup and recovery – launched this week at CompTIA ChannelCon 2013, an education and partnering event for the IT channel held in Orlando, Florida.

Topics covered in the Playbook workshops include understanding customer needs and challenges; the technology landscape; scoping and qualifying questions and articulating customer benefits for specific product sets.

“We’ve tapped the best minds in the industry to create useful tools that any solution provider can use to improve their sales training and marketing message development,” said Kelly Ricker, senior vice president for events and education at CompTIA.

Solution providers can use the Playbooks as the basis for their own individualised courses, Ricker claimed.

Gradual acceptance of cloud computing has made many cloud-based systems a viable reality, said Ricker, which in turn makes cloud provision a decent revenue-generating offering. But resellers desperately need to learn how to develop the tools to identify, target, position, and close new opportunities in cloud-based storage, according to the vendor.

The Cloud-Based Backup and Recovery Playbook Workshop will focus on new opportunities in cloud-based backup and recovery.

To augment the Playbooks, CompTIA has introduced a new Quick Star Session and Quick Start Guide on Improving Sales Performance with Solution Playbooks.

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