Page 50 - CSAM2 - Successful Sales Engagement for Cloud Services
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Supporting Student Notes:
• The trend of moving to the Cloud is a logical evolutionary step made possible through the mass adoption and
capabilities of the internet and virtualization. Its impact on enterprise Information Technology over the upcoming
decade will be enormous given its advantages. We believe it will prove to be disruptive, changing the game for all
actors: software vendors, system integrators, customers, governments and regulators.
• Cloud computing is a disruptive innovation, that has taken root initially in simple applications at the bottom of the
market and is relentlessly moving ‘up market’, and will eventually displace established competitors. Today it is only
subtly disruptive, but it will impact all IT players over time, both through "low-end disruption", and "new market
disruption":
• Low end disruption: the performance of on premise applications now often overshoots the needs of customers
leaving room for Cloud providers to enter markets by providing sufficient functionality
• New market disruption: Cloud solutions fit new or emerging needs, creating market segments that were previously
not being served by on premise incumbents
