12 months ago, before we launched our Cloud Computing strategy we were on the top of our game. Now we are fighting for survival.
There are so many questions, with hindsight, we wish we’d asked.
The journey into the cloud can sound like something out of Cormac McCarthy’s The Road (“Nothing moves in the ravaged landscape save the ash on the wind…”) but seasoned travelers aren’t arguing against making the trip — just for taking a disciplined, clear-eyed approach to migration.
Which is pretty much our position, too, and the point of our research.
The consequences of taking a shortcut are not pretty:
Execution was clearly the issue. The strategy was correct but our implementation was a disaster as new issues kept surprising us. We underestimated how this new offering would confuse customers. We thought they understood cloud computing. But it simply stalled sales. They assumed they needed less consulting support and projects started to fail. The help desk was swamped and customer satisfaction scores went through the floor.
But the worst was the sales cannibalization and changing salesmen’s compensation to be tied into our annuity model. And that, it seems, was the last straw for our salespeople. If they can’t make money, they will go somewhere where they can.
Again, we’re not trying to talk you out of entering the cloud. Far from it. We just want you to do it right.