Sales support for cloud & cybersecurity
Your organisation wants to move into cloud and cybersecurity, but your team keeps hitting commercial walls. Customers don’t see the value, the sales cycle runs longer than you’re used to, and you’re missing the expertise to present these solutions convincingly.
Commercial sales support for cloud and cybersecurity from Uphill Sales helps you clear those barriers. With an experienced sales executive who thinks along with you and does the work alongside you.
Why it stalls
Moving from traditional IT services into cloud and cybersecurity is a commercial challenge as much as a technical one. You used to sell products. Now it’s about strategic value. Customers want to know how your offer makes their business secure, able to grow and ready for what comes next. That asks for a different approach.
Plenty of organisations struggle with:
- Not enough knowledge in the sales team about cloud and cybersecurity solutions.
- Conversations that get too technical, so customers never see the value.
- Long sales cycles, because decision-making at the customer is more complex.
- A lack of confidence in their own team to sell these solutions.
As we described in our article on the coaching through a strategic shift towards cloud and cybersecurity, this comes down to a change in mindset: from selling products to solving customer problems.
How we work
At Uphill Sales, we provide commercial sales support for Cloud & Cybersecurity that goes beyond advice. We analyse your customers and your market, draw up a well-considered plan and put it straight into action.
Our approach rests on four pillars:
- Listening and understanding – Mapping out your customers and market.
- Strategic advice – Delivering insight and a clear sales strategy.
- Collaboration – Turning opportunities into results alongside your sales team and partners.
- Measurable results – Targeted growth, tracked and measured.
Listening and understanding
Before we develop a strategy, we map your customers and your market. Who are your ideal customers? What are their pain points and needs in cloud and cybersecurity? By listening closely and analysing what we hear, we lay the groundwork for an approach that fits the actual demand. We wrote a blog about this: “What you don’t hear doesn’t exist“.
Strategic advice
With the insight from that analysis we develop a clear sales strategy that suits your organisation and your audience. We translate complex cloud and cybersecurity solutions into benefits your customers understand.
Which qualification framework we use depends on how complex the deal is. BANT works well for shorter, less complex sales cycles. On larger B2B deals we use MEDDIC to get the economic buyer, the decision process and the compelling event sharp. Once a formal procurement process and direct competition come into play, we extend that to MEDDPICC. So your customers know what you’re offering and why it matters to them.
There’s more on this in our blog articles “Strategy starts with why“, “The 3-30-3 rule” and “Promising isn’t a feeling“.
Collaboration
Sales is not a solo activity. We work closely with your team and your strategic partners to spot opportunities and act on them. Whether that’s training your salespeople, setting up joint campaigns or approaching new markets, we make sure the approach is joined up and delivers.
Want to know what to watch out for before you hire someone for this? We wrote a blog about it: “What to look for when hiring interim sales for IT or cybersecurity“.
Measurable results
Everything we do, we measure. From the number of qualified leads to conversion rate and customer satisfaction. So we know exactly what works and where we can do better. With clear KPIs and regular reviews we keep improving and growing.
With these 4 pillars we help you sell cloud and cybersecurity solutions more effectively and strengthen your commercial position at the same time. Your customers start to see you as a strategic partner who helps them stay secure, grow and stay ready for what’s next.
A real example: from struggling to winning
An MSP in the Netherlands was having trouble selling cybersecurity services to its existing customers. The team knew the technical detail, but couldn’t explain the value to the customer convincingly. With targeted sales support and coaching from Uphill Sales, the team learned to explain the technical value and to help customers see what they were risking by doing nothing. Within 6 months they closed 3 large new contracts across different sectors.And closing the deal myself
That “doing the work alongside you” isn’t just theory. Two recent examples:- In 2025 I led the bid for a European tender at Luchtverkeersleiding Nederland (the Dutch air traffic control authority), awarded at €1.13 million. More about this deal.
- In 2023 I closed a complex defence deal for CounterCraft. More on that deal.
What you get out of it
With our commercial sales support for cloud and cybersecurity you get:- Early qualification of promising projects at the front of the sales process, so time goes where it counts.
- Faster closing, through a targeted, customer-led approach.
- Higher conversion rates, because your team can explain the value of cloud and cybersecurity convincingly.
- Customer relationships that last, through a focus on long-term solutions rather than one-off sales.
- A motivated sales team that sells these solutions independently and with confidence.