Software Defined Storage: The Future of Storage Coming into Focus

Software Defined Storage: The Future of Storage Coming into Focus

Are you inside out? No, I am not talking about your laundry—I am talking about your go-to-market approach. Are you putting your customer at the center of your business, or are you putting your processes, governance, systems, organizational structure, policies and sales process at the center? I talk to approximately 100 service providers per year from around the globe, and most are bound by their internal stuff. (I was going to say crap, but I decided better.)

For example, a service provider (with telco origins) offering public cloud requires customers to provide a “circuit ID” when calling in for support. Circuit ID—really? They are public cloud customers and have nothing to do with telco circuits. (Is that even a thing anymore?) Along these same lines, I see service providers approaching their sales process from the inside out. Here is what I see as a common sales motion: