Are Service Provider Cloud Goals Too Lofty?
There's a lot of talk about end-to-end service, seamless integration of network and data center, IT apps being delivered on-demand, pay-as-you-go, but on my enterprise panel here today, three industry experts say that may be overkill.
Now I'm not going to quote Charlie Burns, VP, Saugatuck Technology; Scott Bils, partner, Everest Group; or Troy Angrignon, VP of sales and marketing for Cloudscaling , because, well, I was on stage with them, and not taking notes.
But I was listening carefully, and here's the gist: Rather than try to sell cloud infrastructure, or cloud as a platform to replace IT services, sell business uses cases instead. Show enterprises how to solve one specific problem or relieve a specific pain point that is specific to them, using cloud-based services, and you are likely to find more success.
That thinking actually fits in with what was my favorite quote of the morning: In making the same basic point, Simon Aspinall, director of Marketing, SP Data Center & Mobility, Cisco Systems Inc. (Nasdaq: CSCO), said selling cloud services "is a little like selling drugs."
In other words, give them a few samples to get them hooked. It's an apt analogy, even it it's not politically correct. — Carol Wilson, Chief Editor, Events, Light Reading