Marketing

Whether you operate IaaS, PaaS, or a SaaS service, watch out for these three pitfalls to the success of cloud offerings: Encouraging the wrong thing. Measuring the success of the offering by looking only at utilization metrics damages sales. One cloud service provider measured the success of its IaaS service - and compensated its sales force - based on virtual machine usage. Little surprise that, for all the years that this practice continued, the provider could not land strategically important accounts. Like in any mature sales operation, your prospective cloud service clients should be evaluated based on several criteria, including: ...

Like companies producing any kind of offering, software companies require three elements in order to successfully deliver: knowing what to build, knowing how to build it, and knowing how to deliver it to the customer. When each of these three functions - research, engineering, and delivery - does its job independently, you get slow progress and uninspired, sub-par products. But when all three functions work together in a customer-centric fashion, you get excellence - in implementation, innovation - in concept, and world-class results - by delivering those two to the customer. ...