By Eric Kiehn, President/CEO C&W Technologies, ASCII Group Member Since 2000
Let’s face it, do your customers really know what the cloud is, let alone whether it’s public, private, or hybrid?
The simple answer is no — and that should excite you. The cloud brings to our industry a sense of excitement that I have not seen or felt in my 30 years in IT since those early days of computing. We are back to the days of explaining just what that box does — or in this case, the lack of a box. The first thing you need to do when advising that customer about cloud computing is show that excitement. If you don’t exhibit or feel it yourself — it’s going to be a tough sell.
So what do you start off with? We start off by ensuring that the customer knows what the cloud is and what it is not. The cloud does not solve world hunger, poor software selection, or a poorly run business. Once that is out of the way, we can actually speak to the customer about the right solution for them.
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