Page 34 - CSAM2 - Successful Sales Engagement for Cloud Services
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Issues and Obstacles
Buyers lack critical Cloud Computing Skills:
(1 = very unskilled and 5= very skilled)
• Understanding the technology underpinnings (how the cloud works) = 2.39
• Assessing the near-term maturity to support enterprise computing needs = 2.19
• Navigating/assessing vendor and service provider markets and landscapes = 2.03
• Sourcing/structuring cloud initiatives and engagements = 1.81
• Managing/governing cloud initiatives and engagements = 1.69
• Assessing risks (eg, data, IP, business, reputational) = 2.07
• Understanding how cloud impacts enterprise systems and outsourcing = 2.03
*KPMG Sourcing Advisory Report,
