Infrastructure Software is Dead
It is really funny, I agree with this 100% but also think because of the new norm of instant gratification this person is totally wrong. I have customers that all the time state they want to move to an openstack platform but have no programmers or unwilling to hire programmers. So of course we go down that path, look at the capex and opex and their brains explode. Then we look at aws&#x2F;azure&#x2F;vCloud and regular internal cloud with its associated costs and they come back from their heart attacks.<p>If you are a services company, he is right, you should be focusing on outcomes. But, if you can&#x27;t tell me in 2-3 sentences what problem you are solving and how it benefits the customer you are doing it wrong.<p>This is a world of businesses and businesses need to make money, usually. Everyone gets so caught up on the new hot thing or the new &quot;revolution&quot; or what the competition is doing without thinking of what problem they are trying to solve or what actual value they are providing. This article says they provide outcomes, sure I can provide outcomes by moving you to SAP, or VDI, or hyperconverged, but what problem is this solving?<p>Don&#x27;t tell me it &quot;cut costs&quot;, it rarely does and lots of people smarter than me have shown that cutting costs are not the top priority of most leadership.<p>Back to the point of the article. I have made a lot of money in consulting. I now sell consulting services. You know how I do it? &quot;Yes Mr customer how are you? Cool great, I am fine thanks. So what problems does your organization have, what are your goals, and how can I help you?&quot;<p>Boom. You are all welcome.<p>Don&#x27;t talk about product or you will lose to me or someone better. Don&#x27;t talk money or you lose. Don&#x27;t talk fads or you lose. Talk about the business and how you will help it reach its goals, overcomes it&#x27;s problems, and grow!