Does any of this sound familiar?
Looking at the resignation letter on my desk, I don’t understand how we got it so wrong. He was our top salesman and was the most vocal about offering a Cloud solution alongside our existing product. Now he’s joining our biggest competitor, who hasn’t even considered the Cloud. Why?

Execution was clearly the issue. The strategy was correct, but, our implementation was a disaster. New issues kept surprising us. We underestimated how this new offering would confuse customers. We thought they understood Cloud Computing. However, it simply stalled sales. They assumed they needed less consulting support and projects started to fail.  The help desk was swamped and customer satisfaction scores went through the floor.

The worst was the sales cannibalization and changing salesmen’s compensation to be tied into our annuity model. That, it seems, was the last straw for our salesmen. If they can’t make money, they will go somewhere where they can.
Before we launched our Cloud Computing strategy, 12 months ago, we were at the top of our game. Now we are fighting for survival.

There are so many questions, with hindsight, we wish we’d asked.

Following on from Thinking of… Offering a Cloud Solution? Ask the Smart Questions, I am proud to announce the publication of  Thinking of… Force.co as you key the Cloud Kingdom?  Ask the Smart Questions to coincide with Cloudforce UK, salesforce.com’s UK conference.   Ping an email to mailto:force@iangotts.com for a free book summary

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