Step One: Don't Dump the IT Director
** This is a partial recap of the fourth webinar in our convergence series, How to Sell Cloud as a Business Technology Adviser: Part 2. You can watch the whole recorded webinar here.
Many of our agents have been told by industry “experts” that in order to close a cloud deal with an enterprise company, they’ve got to jump over the IT director’s head and speak directly with the C-suite. While speaking to the C-suite is more often than not the end goal, we’ll argue that the IT director is still an extremely valuable relationship for you to cultivate.