Looking for ways to sell cloud products and other emerging technology solutions more efficiently? CompTIA has the answer. Yesterday, 4 December, the company announced its latest additions to address opportunities in advanced communications, cloud-based telephony and mobile device management packed into ‘sales playbooks’ that specifically target opportunities in emerging markets.
What Are Sales Playbooks Exactly?
Earlier this year (July 2013), CompTIA has added Sales Playbooks to its arsenal of IT training materials. Sales playbooks are essentially training packages to 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 resellers push cloud services more effectively. They help identify, target, position and close new opportunities in the latest technology. The two playbooks launched in summer targeted cloud technologies: – on cloud-based storage and cloud-based backup.
CompTIA also carries out workshops on these playbooks. Topics they cover include understanding customer needs and challenges; the technology landscape; scoping and qualifying questions and articulating customer benefits for specific product sets.
The Recent Addition
As CompTIA issues its Winter 2014 Channel Training Catalog, it includes the three new playbooks:
- Cloud-Based Telephony – As in many areas of IT, cloud is making VoIP services both more accessible to the end-user and more viable as an offering for a broader number of solution providers.
- Mobile Device Management – As more organizations embrace strategies such as “Bring Your Own Device” and expand the ability of mobile workers to access data outside the office, organizations are challenged with managing an ever growing and diverse inventory of mobile devices.
- Advanced Communications – Whether it’s video conferencing, cloud delivered applications or unified communication and collaboration, advanced communications are at the cornerstone of the mobile connected workplace.
The playbooks combine workshop sessions with templates and training materials designed to help IT sales teams boost their skills in prospecting activities and sales campaigns for emerging technology solutions. Playbooks on cloud-based storage and cloud-based backup and recovery were introduced earlier this year.
“Our Sales Playbooks have quickly become among the most popular of our training offerings for the IT channel,” said Kelly Ricker, senior vice president, events and education, CompTIA.