In this space recently, we talked about the evolving cloud market and how some shifting dynamics are affecting multi-cloud environments and the way we as a company approach the organizations operating in those environments. We talked about the death of greenfield selling and the rise of DevOps.
After publishing the post, I’ve had some discussions here that surfaced a few additional points I want to discuss.
Shift to Business Value
In the early days of hybrid cloud management, the conversations we had with customers and prospects were a lot more in the weeds than the discussions we tend to have today. It was a lot of talk about the ins and outs of provisioning automation and feature depth and breadth of our solutions. But in recent years, we’ve seen that shift. It’s now a much higher level of conversation focused on the business value of our solutions and the strategic value of technology - not just IT, but technology - to an enterprise. It’s absolutely critical to be able to communicate your vision for delivering value to multiple stakeholders across the enterprise, and to execute when given the opportunity. If you can demonstrate value to the traditional crowd - the IT group - and the modern agile stakeholders championing DevOps to go faster, you’ll put yourself in a good position to take advantage of some of the friction between groups.
Delivering Value for Different Cloud Consumption Models
At Embotics, we see two separate consumption models for the public cloud within our customers - we call them cloud-brokered and cloud direct models. Cloud direct consumption takes place when the end users of IT infrastructure go directly to the public cloud, bypassing hybrid cloud management solutions and IT rules either because of Shadow IT or because of the way the DevOps pipeline has been laid out. Cloud brokered consumption, on the other hand, occurs through a cloud management platform sanctioned by IT. In most enterprises, there is a real mix and match of how users are consuming cloud infrastructure, and a hybrid cloud management solution needs to be able to deliver value for both consumption models. In the direct model, we are able to add value with things like showback, chargeback, tag enforcement and power scheduling. On the cloud-brokered side, because you’re provisioning you’re helping add value intelligent placement, quota enforcement, rightsizing automation, and self-service enablement.
The market is in a constant state of flux, and we are always listening to customers and prospects to determine the best way to add value to the way they manage complex cloud environments. If you’re interested in hearing about how Embotics can help you, you can get in touch here.