Page 48 - How to Sell Cloud Services for Resellers - HSCR
P. 48
Business Decisions Makers - Level of Conversation
Business Processes – Sales and Marketing, Business Processes – Sales and Marketing,
Supply Chain Management, Customer Care… Supply Chain Management, Customer Care…
Office Apps Production Finance Applications running
Apps Apps on
Servers Storage Bandwidth Infrastructure as a
Service
Business Model
• Capital purchase of discrete components Business Model
• ROI, payback and IRR • Operational expense – Pay as you go
• Upfront risk for customer • Cash flow of income versus expense.
• Customer responsible for installation, • Cloud Service Provider (CSP) carries risk.
• CSP responsible for installation, support, and
support, and ongoing management
• Skills focus is on infrastructure ongoing management
• 70-80% of IT assets are wasted. • Skills focus is on business process and
application deployment
• IT assets are performance optimized
