During the last decade, the enterprise war was among the handful of players.
Microsoft wanted to be the de facto choice of the IT by pushing .NET
application platform, integrated tools through Visual Studio, a set of
servers in the form of SQL Server, SharePoint, BizTalk and System Center.
Same was the case with IBM who was trying to compete through the Rational,
WebSphere, DB2, Tivoli and MQ Series platforms. Sun and Oracle complemented
each other and ran an integrated GTM to win the enterprise customers. The
goal of every player was the same – displace competition and own almost
every aspect of enterprise IT including the directory services, messaging,
databases, business intelligence, systems management, collaboration and
In the era of Cloud, it is unrealistic to think of just one player providing
end-to-end capabilities for the enterpris... (more)
As the organizations involved in traditional sales of shrink-wrapped software
enter the Cloud business, they face a challenge dealing with the new
paradigm. While the best practices of selling do not change much, they need
to get comfortable pitching, positioning and selling the new ‘anything as a
service’ model. Based on my experience, I am going to touch upon some of
the pitfalls that can be avoided in closing a sale. These are not only
important for the sales teams of Cloud service providers but anyone who is a
part of the Cloud ecosystem.
1. Lack of grip on the pricing model... (more)
Amazon Web Services never fails to amaze me in their innovation and the pace
at which they do it! While the competition is struggling to get the basic
pieces of the puzzle right, AWS is marching ahead delivering what the
enterprises really need. There is a pattern that’s clearly visible in the
last few major announcements from AWS – they want to win the enterprise.
Whether it is VPC, Direct Connect, IAM or the recent Storage Gateway, they
are all squarely targeted at increasing the confidence of the enterprises to
embrace the Cloud. Yesterday’s announcement of Simple Workflow Ser... (more)
Guess who benefits when two industry giants compete with each other offering
exactly the same set of services? It is RightScale!
While the Cloud ecosystem is still recovering from the euphoria of witnessing
Microsoft and Google launch IaaS, RightScale is busy porting their
ServerTemplates to both the Public Clouds. They are in an enviable position
where every new IaaS provider wants to be a part of their platform.
This is not a common phenomenon that we see in the industry. RightScale saw
the opportunity pretty early in the cycle and got into the game much ahead of
the time and tha... (more)
Last week we saw a few interesting announcements from some of the cloud
providers. Also, there were some ‘must read’ posts published by
Microsoft, Amazon and Kinvey. In addition, there were some announcements on
new release from Hortonworks and MongoHQ. Yet another important news was the
key changes to the leadership team that took place at VMware and HP Cloud.
Here’s the summary of the happenings from the cloud world during the last
Beginning with the popular PaaS player, Windows Azure has provided guidance
on the optimal approach to handle restarts correctly by using ‘On... (more)