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Cloud and DevOps service companies · Sales process

Move a cloud prospect from enquiry to retainer in steps your engineers can follow.

A sales process for a cloud and DevOps firm is the written route from a first enquiry through an assessment and a proposal to a signed project and a retainer, with an owner for each step. GullySales documents the steps your best engineer already follows, adds the records and follow-up dates, and sets them up in your CRM.

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A 90-minute audit call and a written, scored report. Turnaround, reporting and term are agreed in writing after the audit.

Colleagues review customer records and a sales pipeline on a monitor

What sales process means

A sales process is the fixed sequence of steps, such as enquiry, site visit, quote and order, that every deal is expected to pass through in the same order. GullySales writes this sequence down for your business and checks that every salesperson actually follows it.

Also for cloud and DevOps service companies

Sales and marketing for cloud and DevOps service companies, the overview.

Last updated 6 Oct 2026.

For cloud and DevOps service companies

Where it usually goes wrong, and what we would do.

  • “Access requests stall the assessment”

    The client has to create a read-only role, and the person who can do it is on leave, so the assessment starts a fortnight after the call.

  • “A proposal without assumptions turns into a dispute”

    Nothing says what the client's team must do, what is out of scope or what happens if a dependency turns up late, and the argument starts at cutover.

  • “The sale ends at go-live”

    No step covers the retainer conversation, so the engineer who knows the platform best has left the account before anyone asks about running it.

What we do

What we deliver for cloud and DevOps service companies.

Every deliverable, what it covers for you, and the result it is there to produce. Nothing here is an extra.

  1. A written step list with an owner for each

    Enquiry, discovery call, assessment, proposal, follow-up, close and run handover, each with a named owner and the record it must leave behind.

    Result: Nobody wonders whose turn it is.

  2. A discovery call checklist

    The questions your engineers ask in the first call, including the cloud in use, the estate, the trigger, who signs and what has been tried, in the order that works.

    Result: Every call produces comparable notes.

  3. An access request template

    A plain note telling the client exactly which read-only roles to create, what the assessment will and will not touch, and who on their side must approve it.

    Result: Assessments start when planned, and with the right access.

  4. A proposal format with assumptions and exclusions

    Scope, client responsibilities, cutover and rollback, what is out of scope and how a change is priced, in one document the signer can read.

    Result: Disputes are settled on paper before the work starts.

  5. Follow-up rules with dates set at sending

    Every proposal sent with a next-contact date in the CRM, and a reason recorded for every proposal that is lost or goes quiet.

    Result: Proposals do not rest in an inbox unread.

  6. A run handover step in every project

    A retainer proposal and a review of run costs presented as part of go-live preparation, owned by the project lead and the account owner together.

    Result: The relationship continues when the project closes.

How the result is measured

  • Deals following the process
  • Time spent at each step
  • Drop-off rate by step

Recorded as a baseline before work starts, so every later report has an honest comparison.

Read the full sales process design and implementation page

Steps of a sale

The steps of a cloud or DevOps sale, named the way your engineers say them, and what to record at each.

Enquiry and first reply
Log the source, the cloud, the trigger and who signs. Reply from a named engineer with one question and a clear next step. Never ask for admin keys at this stage.
Discovery call
Ask what happened, what has been tried, who decides and when. Record the current estate, the team and the date a decision is due. End with a proposed assessment and its scope.
Assessment and access
Ask for a read-only role, not admin credentials, and record who granted it and when it ends. Note findings in the same order every time so reports can be compared.
Proposal and scope
Write the assumptions, the client's own tasks, the cutover and rollback plan and the exclusions. Walk the signer through it on a call rather than sending it cold.
Follow-up
Set the next contact date when the proposal goes out. Ask the engineer on their side what worries them, since the signer often asks them. Record the reason for every no.
Close, kick-off and run handover
Agree who owns the platform after go-live, who is on call and what the retainer covers. Hold that conversation before cutover, while the client still needs you.

Who it is for

This is written for these cloud and DevOps service companies.

  • Migration specialists moving data-centre workloads to AWS, Azure or Google Cloud
  • DevOps and CI/CD consultancies working with product start-ups
  • Managed cloud and site reliability retainer providers
  • Kubernetes and platform engineering teams
  • FinOps and cloud cost optimisation specialists
  • DevSecOps practices preparing clients for SOC 2 and ISO 27001
  • Resellers and managed service partners for one cloud vendor
  • Data engineering and database migration firms
  • Hosting providers moving up to managed cloud

Not for

It is not the right fit if.

  • You want a guaranteed Google ranking or a guaranteed number of leads. Nobody honest can promise either.
  • You need enquiries by next week and have nobody to answer them.
  • You want posts and reach reported, not enquiries and orders.

How it works

From your first message to the first report.

No open-ended retainer. Every step gives you something in writing.

  1. First

    Free audit call

    90 minutes with whoever handles your enquiries: how they arrive, how fast they are answered, where they are lost.

  2. After the call

    Written, scored report

    Six areas scored, fixes ranked by return and cost. If you want our help, the scope, the fee and the reporting come with it, in writing.

  3. Before work starts

    Baseline recorded

    Enquiries by source, reply time, conversion and cost per order, written down so every later report has an honest comparison.

  4. After the baseline

    The first fix goes live

    Usually the cheapest one on the report: reply time, a follow-up sequence or the marketing-to-sales handover.

  5. As agreed

    Report against the baseline

    What moved, what did not, and what changes next, in plain words. How often you get it is set in writing before work starts.

  6. At renewal

    Renew on the numbers

    The term ends and you decide whether to continue from the results. The length is agreed in writing before anything starts.

How the work runs for cloud and DevOps service companies

  1. 1

    Assess

    In the free audit we trace where your last projects came from, how fast enquiries get a reply, what happens after an assessment is delivered and how renewals of retainers are handled.

  2. 2

    Define the offers

    One named assessment, a project scope with assumptions and a retainer you can describe on a single page, each with a proposal format the person who signs can read without a call.

  3. 3

    Be found at the trigger

    Pages, ads, listings and vendor and investor routes aimed at the bill, the exit, the resignation and the audit, which are the events that start a search.

  4. 4

    Follow up to signature

    Assessments booked, reports presented, proposals chased on dates fixed when they are sent, and prospects with a known decision date called before it.

  5. 5

    Convert the project into a retainer

    A run-and-support proposal built during each project and reviewed with the client before go-live, with the outcome read against the baseline.

Proof

What happened when owners fixed this.

Real clients, the work we did, and the result as it was recorded. Where no number was recorded, none is claimed.

All case studies

  • Sentence Labs

    Situation
    Almost nothing of Sentence Labs was online, so a technically credible company was more or less invisible to the buyers who needed it.
    What we did
    • Research first
    • The website rebuilt
    • Search work across the board
    • Google Business Profile
    Result
    No numbers were recorded for this engagement. The work is described in full in the case study.
    Read the case study

  • Chord Road Hospital

    Situation
    Patients who knew the hospital trusted it. Patients who searched for a department or a treatment in the area did not find it.
    What we did
    • Website rebuilt around patient needs
    • Search visibility
    • Social media on a schedule
    • Review management
    Result
    • Organic traffic increased 60% within six months
    • Online appointment bookings increased 40%
    • Social following grew 45%, and engagement on it rose 70%
    Read the case study

Also worked with

Curtain Label · Difesa Security Services · Felicity Inn · Hands On CSR · Implevista · Kambar Group · Kalessi · Kerur Pain Clinic · LL Trust · Lucky Deals · Natural Gases · NavaShakthi Souhardha · NewCom Logistics · Proton Technical Services · SB Engineering · Shakthi Foundation · Shakthi Group · Urbanest · Insyde Studio · Venkateshwara Laser Tech · Vivara Studios

Why us

Why owners pick GullySales over an agency.

  • Marketing and sales, as one job

    Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.

  • The person on the first call does the work

    No account managers in between. You are never handed to someone you have not met.

  • A baseline before anything starts

    Your numbers are written down on day one, so every later report compares against something honest.

  • The fee in writing, split three ways

    Our time, your media spend and production on separate lines. You always see what goes to us.

  • No guarantees we cannot keep

    The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.

  • One office, and we say so

    Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.

#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.

The offer

Start with a free audit of how you sell.

It is useful on its own, whether or not you hire us.

What you receive

  • A 90-minute call with the person who will do the work
  • A written, scored report on the six places orders leak
  • Every fix ranked by what it returns and what it costs
  • The one thing to do first, and why
  • An honest line on whether you need outside help at all
  • If you do, the scope and the fee in writing

No invoice. No obligation. No sales script.

How the audit scores you: the Order Leak Framework

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FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Book the free audit
Should an engineer or a salesperson run the discovery call?
An engineer, with the salesperson on the line to record. A CTO tests whether you understand the problem within a few minutes, and a script gets caught. Give the engineer the checklist and let the salesperson handle terms afterwards.
Do we quote before or after the assessment?
Quote the assessment itself first, with a fixed scope. Quote the project after, once you have seen the account or the estate. A project price given on a phone call usually has to be changed, and the change becomes the argument.
What do we do with a buyer who wants only an hourly rate?
Give it, with what a typical task needs and what you will not do at that rate. Then offer a fixed-scope alternative. A buyer who still wants only the rate is shopping on price, and your engineers should not be the cheapest one.
What should we write down after each call?
The cloud and estate, the trigger, who signs, who else is involved, the objection raised, the next step and its date. Add the engineer's own view of the technical risk. Five lines, entered the same day.
Should we give the assessment away or charge for it?
Limit what you give away. An open-ended free assessment costs a senior engineer days and often ends with the prospect doing the work alone. Many firms charge a small fee and credit it against the project, or offer a free first look with a fixed scope. Write down which, so every salesperson says the same.
Are we competing with the cloud vendor's own team?
Mostly not. Vendor teams usually want partners who bring projects and keep customers running on their platform. Funding and co-sell rules change often, so read the vendor's current partner terms and ask your partner manager what they send to firms like yours.
How long is the contract?
The term is agreed in writing after the audit, along with the fee and the reporting. It is never a default twelve months, and renewal is decided on the numbers against the baseline recorded at the start.
How soon will we see results?
Fixes to reply time, follow-up and your Google Business Profile are the quickest to show, because the enquiries already exist. Ads can follow soon after follow-up is in place. SEO and content take longer. How long each takes depends on your business, and the audit tells you which applies to you. Nothing here is guaranteed.
Who will actually do the work?
The person you meet on the audit call. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.
What do you need from us?
For the audit, last month's enquiries in any format and 90 minutes with whoever handles them. After that, access to the accounts the work touches, such as the website, Google Business Profile or CRM, and time for the review meetings.

From the blog

Further reading for cloud and DevOps service companies.

All articles

More for cloud and DevOps service companies

Everything else we would do for you.

Or start from the overview: sales and marketing for cloud and DevOps service companies.

Your next practical step

Get a free audit of how you sell, and a scored report of where the work is.

90 minutes. A written, scored report. No invoice and no obligation.

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