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Navigating Value Proposition Challenges in Cloud Marketplaces: Insights and Strategies

This document explores critical lessons learned from our discussions regarding value proposition hypotheses in cloud marketplaces. It highlights major challenges, such as potential security concerns for private cloud sellers and the trust associated with larger providers like Amazon. Key considerations include latency issues, high switching costs, and understanding buyer motivations. We address questions about the viability of telecom as sellers, strategies to overcome Amazon's market dominance, and the effectiveness of buying guides versus marketplaces. Insights into accessing buyers and the required sales structure are also discussed.

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Navigating Value Proposition Challenges in Cloud Marketplaces: Insights and Strategies

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Presentation Transcript

  1. 1/18/2011 Agora

  2. Who we talked to

  3. Testing value proposition hypotheses: Lessons Learned

  4. Major challenges • If seller is private cloud, potential security concerns • For startup buyers, Amazon = Trust • Latency concerns • High switching costs

  5. Current thoughts on value prop

  6. Questions going forward • How do we get past Amazon as the default? • How viable is telecom as potential seller? • Validate buyer & seller value propositions • How do we access the buyers and sellers? What sort of sales structure and sales force does it require? • Who is the main buyer and what are his motivations? • Is buying guide/ matching service superior value proposition to marketplace?

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