Page 7 - Customer context for Cloud Computing

4. Assess the customer’s Current Capability (Col 5) to address that area of concern
using a score of 1 (low, remediation essential or unsuitable for Cloud) to 5 (high,
current capability is satisfactory or suitable for Cloud)

Cloud Discussion Framework (illustrative)

Having developed the table, think about how you would address any gaps in capability (Col 6) and
then arrange meetings with the key stakeholders and use the Discussion Framework to describe the
capabilities that you had noted (in Col 4) discuss the score you had assigned (with rationale) and
validate/revise that information to fully align with the stakeholder’s concerns and priorities.

Agree on any actions that are required, and then develop a SMART (Specific, Measured, Assigned,
Realistic and Time-bound) action plan to execute the required actions – note that this will provide
essential evidence/information to support your commercial proposal.

 formal adoption of Cloud Computing is a complex matter requiring significant transformation of
IT working practises and non-trivial organisational change. Many organisations fail to consider or
address all of the factors that could adversely impact the expected outcomes when adopting Cloud
Computing. This is especially true in companies with significant use of “Shadow IT” where the
introduction of “bi-modal IT”, involving the formal adoption of Cloud alongside traditional IT, could
enable substantial benefits. There is a window of opportunity for Cloud Service Providers to
understand and decode the customer’s business and IT context and by so doing assist with this
transformation and reap the rewards of becoming a more relevant, valued and trusted services
partner. Understanding the Cloud Paradigm shifts and adopting the Cloud Discussion Framework
will help to seize that opportunity.

Author: Mike Spink Cloud Computing – The Customer Context Page 7 of 7
Version 2.0 (final) A White Paper for Cisco by Innovise ESM Spring 2015