AVANT Communications survey identifies key characteristics of successful cloud sellers

AVANT Communications has announced the findings of its Cloud Channel Survey 2018. Together with Channel Partners, Hosting, Masergy, Navisite – Spectrum Enterprise and TALARI Networks, the findings reveal key insights about the state of selling cloud services, the company said.

Conducted by Edge Strategies in early 2018, the research looked at understanding major customer trends and changes in decision drivers as they impact IT and cloud services channel sales.

Key findings from the report include:

Sellers expect significant growth over next several years in SD-WAN, UCaaS, SECaaS and IaaS.

High growth sellers are different than others on key business attributes and sales methodology.

Overall, sellers are focusing on 4 key services, with plans to expand, on average, to 6 services in 2 years. Presales support is key to their ability to grow.

Customer decision making is changing in many ways. While customers are more knowledgeable, complexity and confusion are increasing, causing sales cycles to elongate for most services.

AVANT is a channel sales enablement company and the nation´s premiere distributor for next generation technologies. AVANT adds unique value with its focus and expertise in channel sales assistance, sales training, sales guidance, and sales tools to fuel IT services business growth.