Page 21 - CSAM2 - Successful Sales Engagement for Cloud Services

To Cloud or not to Cloud

Or “I can retire my quota selling CPE/Managed Services”

On-Premise Managed Services Cloud Services

• New deployment options • Strong growing market • Market Transition
(hosted, SaaS)
outpacing traditional • Still good growth with • Market estimates that by
CPE private cloud 2017, up to 40% of
solutions could be in the
• CPE 12% CAGR • Scalability cloud
• Managed Svs 27%
• Typically, customer still • Natural ‘next-step’
CAGR owns assets
• Cloud/Hosted 41% • Keep the customer!
• Customers don’t want
• By end of 2014, 40% of to own assets anymore • Best of ‘all’ worlds
Enterprise IT spend will
be Opex • Customers want out of • Sell CPE as required
software • Sell public cloud services
• Manage their private

cloud
• Massive ‘pull-through’ on

carriage, IP VPN, etc

• Market Differentiation