The ability to future-pace clients before they actually buy any product is key to ensuring they will buy from you or not. This related to new clients and clients you have had for years, thus at the beginning of any sales encounter trust is has to be established. Let’s say an existing client of Techtron has been using the ‘Managed Server’ service, and through analysis of their environment and on-going communication with the client spot that they have a problem with security, and because of this they have lost key information in the past, they are getting to their former level of excellence but fear that their environment will get attacked again. Positioning the Disaster Recovery and Backup Services at this point is very important, and upsell them on the services. Gathering intelligence on your new or current clients is important, this allows any company or salesforce to be able to take advantage of this, and simultaneously ensure the client is happy and will benefit from your product, this guarantees the ability to upsell again in the future. Customer Services serves as a very important strategy to looping and upselling new or potential clients. Upselling The client had an issue with manually polling tasks and ensuring they constantly write code and use up compute instances, which translated into waste for them. They wanted to get a way of automating certain processes. There is a service called Lambda, Lambda is server-less computing and it is based on the notion of instances occurring, these instances are based on triggers. I had to make sure I analyse their environment, the result of tha analysis let me in identifying exactly which additional services they needed to achieve their vision.