Customer is king – think Desktop computing (equally meaningless)Most “cloud” providers do not meet the key characteristics – compare MQService model boundaries are already blurring – when does PaaS become SaaS (components sold as SaaS but included in a PaaS as building block for other SaaS offerings…).Everybody jumping on the aaS bandwagon. Risk (already seeing) is that it becomes meaningless
So, given that it’s all about commitment and creativity and there are huge benefits, why is this not just an easy step to activate cloud sales?One of the challenges is the disconnect that has already occurred for some customers and will occur with others.The customer has a latent needNOT ALL NEED THE CLOUD BUT EVERYONE IS BEING TOLD THAT THE CLOUD IS GOOD – THERE NEEDS TO BE AN EXPLICITY RECONNECT
Understand your assets, but be honest about your strengths“we are experienced people, who work with you to deliver solutions that meet your needs”OR“we know nothing, so we tell you the little we know and hope that you pay us before you realise it isn’t what you want”In a perpetual world maybe!! But NOT in a subscription world
In disruptive times the buyer and supplier get disconnected.The previously established models of working together can be misaligned and we all wonder aroundImportant that we reconnect and this is what today is all about.
e-Commerce sites have this nailed!!Chain Reaction identified that I wanted to buy a wheelsetBusiness Intelligence rules identify complimentary productsSelect a complete system, wheels, cluster, tyre and tube in a single purchase
Need a revolutionary story to get attentionGreat for early adoptersBut for the early majority too much risk for mostReality is that as the market matures people will find their evolutionary path – how are MQ supporting this?