Talkin' Cloud

It wasn’t that long ago that many companies had serious reservations about storing their data in the cloud and/or running their business applications there. These days, it seems that the pendulum is moving to the other extreme as more companies move their servers, IT platforms, IT infrastructures, and data backups to the cloud. In fact, some startups proudly wear the label, “born in the cloud,” to signify their affiliation with cloud IT solutions and services....More

Having been working in the managed services space for years now, I continue to be struck by the fact that while many issues and opportunities are unprecedented, many times I also see history being repeated. This applies to both the good and the bad. Often, service providers will repeat some preventable mistakes that can either torpedo deals before they come to fruition, or irreparably harm account relationships after the initial deal has been won. In this brief, I’ll detail some of the most pressing pre-sales pitfalls I’ve seen service providers hit....More