Course curriculum

Building the foundational knowledge to identify customer inefficiencies and deliver customer outcomes

  • 1

    Welcome to the course

    • Building a successful software and solutions business

  • 2

    Chapter 1: Why Sell Solutions - Your pathway to incremental profits

    • INTRODUCTION

    • Market Opportunity

    • Digitization, Digitalization and Digital Transformation

    • Digitization...

    • Digitalization...

    • Digital Transformation

    • Information Lifecycle: A "SOLUTION" for every step

    • Why customers buy B2B Products and Services

    • Reduce the cost of information

    • Are you an Infomrtion or document expert

  • 3

    Chapter 2: What do we mean by a SOLUTION?

    • Components of a SOLUTION?

    • Discovery - Identifying the problem

    • The Product & Partner vendor decision

    • Cloud, SaaS, mobile and On-Premise

    • Professional Services: In-house or resell the vendor

    • Professional Services: Statement of Work (SOW)

  • 4

    Chapter 3: Reseller Sales roadmap

    • Roadmap for the sales rep

    • Making money with SOLUTIONS example: Document Management

    • Making COMMISSIONS with SOLUTIONS

    • Sample Script

  • 5

    Completion Quiz

    • Making PROFITS with software SOLUTIONS quiz