Page 67 - HSCR - How to Sell Cloud Services

Supporting Student Notes:

• Cost Saving – usually obvious, easy to measure
• Productivity Improvements – collaboration, work from home, travel reductions etc – harder to

measure but still quite tangible
• Business Benefits – business agility, competitive edge or employee moral, customer loyalty –

usually seen as less tangible but can’t be used if can’t be measured.
• Stress these aren’t IT benefits, but BDM benefits, so if our only tool to improve the financial picture

is to “find additional returns” we’ve got to have these conversations
• NOTE – this is about “Consumption