Cloud as a Story - Vunvulea Radu

Many organisations know how to create a service offer. They identify a market need, define the value proposition, describe the scope and create a presentation for clients. Sometimes they also add a delivery approach, a pricing model and a few case studies. This is useful work. It gives sales teams a clear story and helps start client conversations. But it does not automatically mean that the organisation is ready to deliver the service. I learned this while working on cloud migration. What started as the creation of a service offer became something much bigger: building the capability behind the offer, from the commercial proposition to the people who could deliver it. The main question changed from: "Can we sell cloud migration?" to: " Can we deliver cloud migration repeatedly, with different teams and client environments, while keeping a predictable level of quality?" - that second question changes the entire approach. A standard service offer normally includes:...