Page 59 - HSCR - How to Sell Cloud Services

Supporting Student Notes:

• According to Nucleus, 52 %of users of cloud-based customer relationship management services
were willing to consider switching vendors within six months. Rebecca Wettermann, analyst at
Nucleus, reported, “What we saw was that companies had often been sold aggressively, and they
spent less time on due diligence and planning.” – caught up in the hype, not delivered the value.

• Cloud is not a “Silver Bullet” and not right in every occasion – become the trusted advisor

• Data/IP protection – concerns over what will happen to data after removed from the server –
businesses are taking out data protection legal cover in the event that data is compromised.

• Security of data in the cloud is equal to security of data on premises, provided the infrastructure in
which the data is stored is secured. “Any type of security appliance or application in a dedicated
environment can also be provided in a cloud environment," Hollobaugh said. “And because of
strides in technology around hypervisors, concerns about cloud security aren’t any more valid than
concerns about any other security.” plus you get enterprize class security for a fraction of the cost,
plus updates, patches, etc