Page 32 - BT - How To Sell Cloud Services
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Business Decisions Makers - Level of Conversation
Business Processes – Sales and Business Processes – Sales and
Marketing, Supply Chain Management, Marketing, Supply Chain Management,
Customer Care… Customer Care…
Production Finance
Office Apps Applications
Apps Apps
running on
Servers Storage Bandwidth Infrastructure
as a Service
Business Model Business Model
• Capital purchase of discrete components • Operational expense – Pay as you go
• ROI, payback and IRR • Cash flow of income versus expense.
• Upfront risk for customer • Cloud Service Provider (CSP) carries risk.
• Customer responsible for installation, • CSP responsible for installation, support, and
support, and ongoing management ongoing management
• Skills focus is on infrastructure • Skills focus is on business process and
• 70-80% of IT assets are wasted. application deployment
