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XChange Latin America: 8 Tips To Jump-Start Your Cloud Journey

By Kelley Damore CRN
12:00 PM ET Sat. Aug. 25, 2012
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Tip 8: Don't Position Your Cloud Offering As Operational Cost Savings

Many VARs make the mistake of selling to the wrong guy and positioning it as an operational cost savings. Mota said to position the offering as "effectiveness," which is revenue divided by capex plus opex. What's more, CEOs think about employee productivity rather than individual devices, so price per employee, he said.

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