As it becomes more important to differentiate in the cloud provision market, one of the primary areas a CSP can sell itself is in making assurances about service availability, data protection and backup. In other words, removing the risk of things that let customers down and make the news in the process (as much as possible).
You need to learn about your customer first before you can sell him something of value to him. Modern CRM programs like Salesforce are now graced with the powerful presence of augmented intelligence. This technology lets your salespersons enjoy a streamlined approach to data gathering, verifying, grouping, and analysis.