(Stephen Parker, Head of Cloud Strategy, NewLease)
Over the years I have spent a lot of time working with partners to help then through the challenges of changing their businesses to support a cloud model.
The bottom line change is difficult.
I was in a session at WPC with my good friend Darren Bibby from IDC and he talked about a piece of research from Stanford University (http://en.wikipedia.org/wiki/Stanford_marshmallow_experiment) that was all about the benefits of what you can see now vs promised future benefits.
The conclusion of the research is that despite the apparently clear benefits of waiting for future value the majority take what they can see now.
Why is this relevant to a cloud shift?
People (and ergo businesses) find it difficult to move from the big hit wins of the single “elephant hunter” sales success to the long term benefits of a recurring (annuity) revenue stream that takes time to build in value.