Despite all the hype around the cloud, selling cloud services is still a foreign concept for many solution providers and VARs whose roots are firmly planted around large hardware sales with upfront commissions.  

Being successful in the cloud starts with having the sales resources behind these newer services, according to cloud service provider Cirrity. A "channel only" company, Atlanta-based Cirrity sells its cloud infrastructure and disaster recovery services through managed services providers and VARs that can add their own value on top of these offerings. Because of Cirrity's indirect sales model, the provider is only as successful as its partners are in moving cloud offerings.

CEO Steven Vicinanza (pictured at right) and Chief Marketing Officer Gerry Baron shared with IT Best of Bred how Cirrity has built its commission plan for its sales team to encourage the sale of cloud services. The two also shared how the company is helping other solution providers rethink their sales strategy to set them up for success in the cloud.