The Passion of Selling the Cloud

M. Halama
M. Halama

Summary Bullets:

  • Hybrid cloud has scope to satisfy many needs
  • Hybrid cloud requires a dispassionate sale

It is a common belief that the public face of selling requires passion. Pure cloud services, such as those from Google or Amazon, offer plain and direct solutions that can satisfy straightforward storage, compute and applications needs. So, pure cloud solutions play a useful role for IT managers. They can also be readily understood by customers and believed in by sales people. Hybrid cloud is, however, growing in popularity among buyers and sellers, because not all IT problems are straightforward and hybrid cloud offers wider choices to match more needs. Continue reading “The Passion of Selling the Cloud”

Optimum Lightpath Aims to Make ‘Focus on the Customer’ More Than a Catchphrase

B. Washburn
B. Washburn

Summary Bullets:       

  • Focus on the customer/ is a catchphrase, but it’s exactly what Optimum Lightpath is doing in an effort to bump up sales and support.
  • Optimum Lightpath has been listening to customers all along, which inspired several of its more recent service launches.

Optimum Lightpath, the business services arm of Cablevision, has been through several major shifts in how the company does business.  The company first became prominent as a competitive access provider; then, it broke out into its next level of growth by betting early on Ethernet services.  In 2011-2012, Optimum Lightpath is again changing as a company – this time not on a product level but in terms of perspective, as it re-focuses sales and support efforts to get closer to its customers by helping clients address their challenges.  At an analyst breakfast held at this May’s Cable Show 2012 in Boston, MA, Optimum Lightpath executives discussed the state of the company, the success to date of its products, and its direction. Continue reading “Optimum Lightpath Aims to Make ‘Focus on the Customer’ More Than a Catchphrase”