Don’t put cloud before outcomes

Jul 04, 2018
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All too often I see buyers requesting cloud-provisioned solutions before they’ve really understood why they or their business need it. Is this due to marketing hype? I think so.

Simply put, ‘cloud’ is the delivery mechanism. It’s true that it changes infrastructure and cashflow requirements, but it doesn’t solve business challenges in itself. Thinking the cloud will magically meet all your business computing needs is like thinking that a new motorway will somehow transport you to your destination.

When it comes to the challenges we typically see from our clients and prospects, common ones are:

  • Duplicated data entry
  • Lack of centralised information
  • Lack of visibility across operational activities
  • Inability to capture and allocate expenses
  • Reporting (the most common of all).

It’s important to have resolved these challenges and problems before heading to the cloud. That’s why there’s not much point in starting the buying process by saying “it must be cloud…. I’ve certainly found that when prospective clients start their conversation with me using the word “cloud” straight out of the gate, they’re going to need educating.

With that said, a hybrid cloud approach can save you replacing your current solution if “cloud” really is the driver. It’s also true that mobility has a lot to answer for, and I’d be the first to say a cloud solution really nails the requirements for those wanting to work anywhere they have access to the internet.

It’s important to keep in mind that more often than not, your current solution can be hosted for you (i.e. a hybrid cloud solution).

Modern software, while currently installed on your own infrastructure, doesn’t have to be replaced simply because someone wants a cloud solution. Of course as someone who sells new solutions, like many of my peers, we’d welcome the opportunity to replace our competitor’s products. However the less painful reality is that you can likely keep what you have and simply serve it to your business in a different way.

For instance, we can now provide MYOB Greentree as a service without buyers having to procure licenses or infrastructure. The solution is cloud-based, and it ticks a lot of boxes. While the architecture wasn’t originally meant for cloud deployment, it’s a good option if you have MYOB Greentree and are getting serious about cloud solutions, as it’s:

  • A proven and mature platform
  • Feature rich and good value for money
  • Minimally disruptive to your business compared to procuring and supporting a completely new solution.

Don’t get me wrong; we sell and support both pure cloud and on premise, but it’s always horses for courses.

If you want to some friendly advice on what horse suits your course, please get in touch. You can also download this resource for some more discussion on cloud computing: ‘’Moving to the cloud: A guide to cloud business management technology’’.