Cover story: How established firms a dapt to the new reality

Few major IT firms are more than two decades old, but even these businesses have experienced massive change in the sales process

C loud technology is a relatively young concept, but even businesses that were essentially born in this environment have been forced to adapt their sales processes significantly.

“It’s been a phenomenal journey over the past 16 years. When the company started, it was about disrupting the model of enterprise software. That’s changed obviously, connectivity and ...