Page 62 - CSAM2 - Successful Sales Engagement for Cloud Services

Engaging the CIO

What to Expect in Return

1. What happens if your Cloud resource is unavailable?
• Make sure you're clear on the details surrounding guaranteed uptime, and let your customer decide if that works
for their business

2. How (and more importantly where) do you backup your data?
• Customers need to be confident that their data will not only be replicated but also stored across multiple sites
in separate locations to ensure they will still have access to that data in the event of a data center failure or
other incident

3. How do you handle large data migration and what are the costs?
• Provisioning a cloud environment takes days, populating that cloud with the necessary data is an entirely
different story

4. What are my network access options, and more importantly, the restrictions?
• Beyond obvious questions such as whether a customer can access the cloud from mobile devices is whether you
can support VPNs or dedicated connections.

5. My organisation must comply with regulations. What are my options for using Cloud?
• For some organizations, particularly ones that have to comply with stringent regulations, public cloud IaaS
offerings might not make sense.

6. What’s the cost to decommission out of Cloud?
• While most cloud providers are upfront about the cost of specific IaaS offerings (for example the cost per
megabyte for storage), it is much more difficult to provide a cost for decommissioning, for example, the cost of
moving data out of AWS is colossal.