My current role has me working with one of the largest agents in the US. As one of many horses in their stable we’re always on the ready to hop on what seems to be about 3-4 net new customer discussions a day to talk about cloud. These discussions normally have a predetermined direction the specialist thinks would be the best fit for the customer.
The last call was supposed to be about DaaS. The customer had 200 employees at HQ and then 700 more across the US. Nothing major. The customer’s challenges centered around management and getting rid of XP machines – are these things really still out there?? Sure enough, sounds like a perfect slam dunk for DaaS. But, after digging deeper we came to find out the customer only had 20 of the users on the domain and all of their apps were either web-enabled or delivered solely as a SaaS solution. So yes DaaS will solve the solution but at a large premium.
Here’s my point, when we set out to provide DaaS, our CTO asked: “why do people want DaaS?” And the reasons normally point to above – managing my stuff is a pain especially with a ton of locations and I need to get away from XP. So we implemented a platform to solve this problem first. We call it RMM. This allows everyone to manage their assets, whether physical or virtual, from a single portal and really get their arms around it. From there, then IT departments can decide which assets are physical or virtual and where those assets should reside.
At the end of the day, if we were just a product pusher, we would have provided the customer a quote that would have made his head spin and nothing would happen for us or the partner. But because we are trying to solve the customer’s pain, we now have something that is 1/10th the cost and accomplishes all of their goals. My point? Don’t sell DaaS or cloud in general to sell a product. Figure out the business need and apply cloud-based technologies where appropriate to solve the business issue.