Gartner Research

Service Providers Must Identify the Real Needs of Prospective Customers of Cloud IaaS

Published: 17 April 2013

ID: G00251088

Analyst(s): Lydia Leong

Summary

Many prospective customers say that they want to buy cloud infrastructure as a service, but actually want and need something else. Our framework can assist service provider sales representatives by matching prospects to the right solutions.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Determine the Prospect's Resource Provisioning Needs
  • Determine the Prospect's Managed Services Needs
  • Determine the Prospect's Location Needs
  • Determine the Prospect's Financing Preferences
  • Build a Decision Matrix to Match Requirements to Solutions

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