Page 30 - HSCR - How to Sell Cloud Services

Supporting Student Notes:

• Note, tends to me more cost considerations when looking CPE (perceived to be less risky – they
are comfortable with it)

• Tends to be more risk considerations associated with Cloud services which should provide BIG clue
as to importance in selling. Note less about price (good news) more about capability

• Note also that “Non-Sanctioned IT” isn’t a risk factor of taking a Cloud based service (as per the
main point of the slide/exercise), but that that there is a risk that people could take Cloud services
anyway, which creates risk and IT control issues for the IT manager. Stress that this is becoming a
growing trend and a growing issue (usage of services like Dropbox, Salesforce.com, Office 365,
Skype etc)