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When Your Customers Won’t Move to the Cloud

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http://www.thevarguy.com – In any sales process, business owners and sales managers can expect to encounter a variety of challenges. The cloud is quickly gaining popularity among VARs, as it is the perfect platform for switching from project-based sales to more lucrative recurring services. Customers, on the other hand, don’t always view the change in a positive light. Selling recurring cloud-based services can mean significant growth for VARs who typically work on a project level with customers. No one likes change, though, especially when they are unsure of the potential outcome. When presented with a dramatic s (IT news)