Page 70 - HSCR - How to Sell Cloud Services
P. 70
Supporting Student Notes:
• Previously we looked at Capex vs Opex, now it’s Opex vs Opex
• We can’t assume customer will join the dots – hence previous “value” conversation.
• We’ve got to partly take control of identifying where the consumption takes place. If we leave it
entirely to the customer, we Risk No Adoption
• If there’s no adoption or consumption the customer switches it off, or goes elsewhere if sold
better by competitor.
