As you move toward providing technology solutions , how your efforts generate revenue changes dramatically. Much of your revenue will come from recurring service-oriented business rather than price- and product-based transactions.
A prime example of this is customized cloud services — what we at Quest call shape-your-own cloud, which takes advantage of the best of public and private clouds.
The difference between customized clouds and public clouds (think Amazon , Google , etc.) is not unlike the difference between transactional and solution-oriented selling: A customized cloud gives customers the advantages of a precise fit with their needs that public clouds don’t, including …
Power over deployment options (local, remote, hybrid)
- Ability to specify requirements and configurations — from virtualization to complex application environments to integration with existing systems and apps — and dictate exactly how these are provided, maintained, and supported
- Flexibility to securely deliver apps, data, and/or resources to any location
- An all-encompassing Service Level Agreement (SLA) to make management easier and keep costs under control
Various surveys indicate that within a few years, 75-90% of solution-seeking customers will use cloud services. At Quest, we see growing demand for customized clouds and believe customer need to migrate to the cloud and integrate cloud and non-cloud IT capabilities will be a major driver of future business.