Completed Projects

Cloud Services Provider

Saturday 12th December 2015

Cloud Services Provider
Requirement: This Cloud Player is a Secure IaaS, PaaS and SaaS service provider working typically at IL3/IL4 using the old Government Protective Marking Scheme ( now Secret and above). The approach taken to product development by the organisation had been technical rather than market oriented. Pricing had been calculated on a "cost-plus" basis without full consideration of competitive positioning. The organisation required a full offer Competitive Positioning study.

What was delivered: Full Report, with Digests, of key competitors. Competitors selected on basis of G Cloud sales and alignment with offers promoted by the client. Output compared product and surround service, price, positioning, financials, corporate strategy, key directors, clients and messaging. Recommendations were made for attaining both competitive parity and advantage.

Result: Gaps identified in features/functionality enabled the organisation to cost and prioritise the development roadmap. Pricing was reduced to compete more effectively (with ramifications on margin being accepted - there was a resultant examination on the cost side of the equation). Service and support was recognised as requiring improvement and strategies put in place to bring service up to standard. Messaging, following prospect input, was adjusted to match market priorities and focus on the benefits of the IaaS/SaaS portfolio.