Clouds and Sunk IT costs: Cloud vendors should swap their sales force for their accounting ops team
“In the last few weeks, I have heard from several organizations, they are getting less and less concerned about cloud security, availability etc. But they are scared to go to the CFO and say let’s write off that sunk cost of infrastructure or the unamortized ERP project cost.”
“Cloud vendors cannot pretend the issue does not exist. Best if they model for each prospect the impact of the writeoff versus the savings they could be getting from the cloud and play that back as part of the sales process.”



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