• Industry: Technology
  • Date: 12/6/2012

The customer decision-making process 

The cloud sales process is likely to involve education of users. Less than half of the providers in the survey feel their customers are informed or well-informed about cloud computing at the executive level. Only 43 percent believe users are aware of cloud costs vis-à-vis their existing IT services, and a similar proportion feel they do not fully understand cloud security, pricing models, integration with existing infrastructure and service level agreements (SLAs).

These findings confirm the challenges of shifting from a traditional IT environment to one with a different set of cost dynamics.

One potential consequence of cloud adoption is a shrinking of the IT function and 4 in 10 respondents say that customers feel cloud usage contributes directly to a downsizing of their IT departments.

Cloud decisions increasingly involve senior management. Although the two key figures are the Chief Information Officer (CIO) and Chief Technology Officer (CTO), other executives are also having an influence, along with external advisors and implementers.

Cloud purchase decision

As further evidence of the widening range of influencers, 53 percent of respondents say cloud adoption is driven by non-IT executives, and 40 percent feel that IT’s level of influence and control over technology decisions is decreasing due to cloud. Providers should therefore ensure that the sales message reflects the needs of various stakeholders.


Share this

Share this
  • Subscribe to related feeds