Page 64 - HCS for Account Managers

Supporting Student Notes:

• Tends to be more cost considerations when looking CPE (perceived to be less risky – they are comfortable with it)

• Tends to be more risk considerations associated with Cloud services which should provide BIG clue as to importance
in selling. Note less about price (good news) more about capability

• Note also that “Non-Sanctioned IT” isn’t a risk factor of taking a Cloud based service (as per the main point of the
slide/exercise), but that that there is a risk that people could take Cloud services anyway, which creates risk and IT
control issues for the IT manager. Stress that this is becoming a growing trend and a growing issue (usage of
services like Dropbox, Salesforce.com, Office 365, Skype etc)