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 models – Traditional software release cycles
are long and the price will not change for a long time. Once the sales team
understands the SKU, price points and the licensing options, they will be
able to confidently position the product to a diverse set of customers. Enter
the Cloud and they have ... (more)
OpenStack gets one of the most crucial endorsements as HP goes into the
public beta on May 10th. I got the private beta access a couple of months ago
and I tried a few scenarios. Though it has a long way to go, HP Cloud looks
complete in its approach and is ready to take Amazon head on!
HP Cloud has three major components in its current form:
HP Cloud Compute that provides on demand compute instances as well as custom
instances to handle workloads. HP Cloud Compute also enables the addition of
new instances through RESTful APIs based on industry standards for quick
HP ... (more)
A couple of weeks back, at the IBF Panel discussion on PaaS, we were
discussing the opportunity for a Private PaaS. While a Private Cloud is
typically associated with IaaS, I started to ponder on the value of a Private
Installing the development platform / runtime running .NET or Java stack on a
set of VMs provisioned on the Private (IaaS) Cloud doesn’t turn it into a
Private PaaS. PaaS should really abstract the nuts and bolts of the
infrastructure (OS, middleware and other plumbing) and should expose only
what is required for the applications to run.
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 almos... (more)
As a part of my job, I work with large enterprise customers trying to help
them realize the potential of Cloud Computing. As much I believe in the
benefits of Cloud, I also have a realistic discussion around the
anti-patterns for Cloud and why certain applications may not be the great
candidates to be moved to the Cloud. It makes it easy to have certain
patterns in mind when discussing what kind of a line of business application
can move to the Cloud for realizing the best return on investment.
In this article, I want to discuss the possible scenarios for getting the
maximum val... (more)