Page 51 - BT - How To Sell Cloud Services
P. 51

Traditional Sales vs Consumption Model:








                                                 •  Server
                                                 •  Storage
                                         £       •  Network
                                                 •  Design
                                         £       •  Project Management            •  Support Services
                                                 •  Deployment                    •  Maintenance
           Traditional                   £

           Revenues                                   £             £            £
                                       Year 0       Year 1        Year 2       Year 3
                                                                                  •  Micro Transactions




                    •  Design
                    •  Project Management
                    •  Deployment


          Consumption                                              £            £

          Revenues                       £            £
                                        Year 0      Year 1        Year 2       Year 3
   46   47   48   49   50   51   52   53   54   55   56