After managing cloud partnerships for almost a decade - long before Microsoft and Amazon began using the term ‘cloud' - I've learned some tricks about how our partners succeed. The strategies aren't rocket science, but in fact time-tested and proven. However, when dealing with cutting edge technology, they are easy to forget. Above all other rules related to offering cloud-based services and solutions to your clients, there is one approach that can change the way you think about selling cloud and transform your success rate. And it's something so simple that nearly any veteran of the software industry should already know, though could easily have forgotten amid the cloud hype of the last few years.
First, understand what your customers DON'T buy
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