I am technology sales executive with SaaS, cloud, HW, SW, storage and IT Services background and just finished four pretty good years at Dell. My experience is wide and in many places, deep. IT Services have been the focus of my last four years however. Really understanding the issues in a relationship instead of looking at the white space in a portfolio whether sw, hw or services helps create the best odds of creating the perfect solution. Instead of asking for a meeting to talk about cloud, hosting, SaaS or whatever hot buzz word you like, try to become intimate with goings-on there and find areas where you can add to the bottom line or take away pain like a technical or financial leak.