Page 23 - BT - How To Sell Cloud Services

Sales Strategy #3: CIO/CTO Engagement

The Changing Role of the CIO…

• Governance - 55% increase in “Shadow IT” spend in 2

years

• Profit Center not Cost Center – Charge backs

• Internal pricing based on business value achieved

• Self Provisioning – Cloud enforced policy

• Intermediary/broker of cloud solutions

• Increasing involvement with LOBs to deliver value

• Cloud Strategy?