Selling Cloud Services: 5 Things You Should Never, Ever Do


Assuming Everyone Wants An Opex Model

VMware's Leclair also reminded partners not to force-fit an opex model on every customer they encounter.

"I think it's important that we, as technologists, [remember] the financial side. Don't just assume that opex is always what everybody wants. When you look at the way companies are structured, there are some that don't want to do opex. So don't lean in thinking that the whole transition from capex to opex -- which, everybody says that's the end goal, and sure, it is -- but that's not the way companies are always structured," Leclair said. "An understanding of how they structure their business is extremely important before you jump in."