Page 40 - HSCR - How to Sell Cloud Services
P. 40
Business Decisions Makers - Level of
Conversation
Business Processes – Sales and Business Processes – Sales and Marketing,
Marketing, Supply Chain Management, Supply Chain Management, Customer Care…
Customer Care… Applications
running on
Office Apps Production Finance Infrastructure
Apps Apps as a Service
Servers Storage Bandwidth Business Model
• Operational expense – Pay as you go
Business Model • Cash flow of income versus expense.
• Capital purchase of discrete components • Cloud Service Provider (CSP) carries risk.
• ROI, payback and IRR • CSP responsible for installation, support, and
• Upfront risk for customer
• Customer responsible for installation, ongoing management
• Skills focus is on business process and
support, and ongoing management
• Skills focus is on infrastructure application deployment
• 70-80% of IT assets are wasted. • IT assets are performance optimized
