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Top 10 Dos and Don’ts for CSPs Launching Cloud Services



Sometimes we can be so caught up in the art of building something super cool and big that the reason we are doing it can get lost, or de-emphasized in the process. We’ll be addressing this topic and others next week as we head to the Telco World Forum Summit. We will emphasize top non-technology topics need to consider when launching a Cloud offer or service. For some Communication Service Providers, this could mean new requirements for staffing and training — especially when the Cloud service or offer goes beyond voice and hardware. Click here on how to become a Cloud Service Broker


Here are the top ten dos and don’ts to consider when creating a new offer:

1.     Do: Identify your target market

         Don’t: Be all things to all people.


2.     Do: Create compelling offers for specific needs.

         Don’t: Bundle services without thinking of the audience.


3.     Do: Support channel sales with what they need to sell and what they need to believe.

           Don’t: Assume channel sales success.


4.     Do: Provide internal sales training for cloud services.

           Don’t: Think it’s going to be the same as selling hardware and voice services.


5.     Do: Find a supplier that can help you with various SaaS services on top of IaaS.

           Don’t: Get stranded on IaaS.


6.     Do: Head off security concerns with education and pilot programs.

           Don’t: Forget security.


7.     Do: Bundle cloud with your other network services.

           Don’t: Make cloud services a silo.


8.     Do: Commit to working with major technology vendors and partners in your local market.

           Don’t: Go it alone.


9.     Do: Seek long-term value by creating stickiness with targeted offers and responsive services.

           Don’t: Treat offers as one-time sales.


10.  Do: Continually add to your customer knowledge and adjust your offerings to change with the market.

           Don’t: Take your eye off your customers.


There’s still room in our pre-event workshop if you’d like to attend. I’m moderating some of the break-out sessions and would love to have an opportunity to hear your thoughts in person.

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About the Author


Julia Ochinero is a seasoned, but not “old school” marketing profes-sional who continues to be excited by the dramatic changes in the communications industry. Julia joined HP in 2009 as Director of Marketing in Communications & Media Solutions (CMS), and she has maintained Telco marketing leadership roles in Enterprise Ser-vices (ES) and Enterprise Group (EG). In her current role as World-wide Marketing Lead for the Communications Solutions Business (CSB) and Network Functions Virtualization (NFV), Julia is directing initiatives focused on positioning HPE as the organization that can facilitate the communications service provider’s (CSP’s) transition to sustainable, profitable business models. Julia’s Telco and networking experience started in Chicago, IL, working for AT Kearney, Andersen Consulting, BT and Ameritech  where she launched the first consumer voice mail rollout in the Unit-ed States. Andersen Consulting relocated her to Silicon Valley to launch its presence in region during early days of the Internet. While in the Valley, she has served in leadership and consulting roles with companies including Adobe, OpenWave, Novell, Nuance Communi-cations, Pixo and RealNetworks. Previous to HP, she was a consult-ant at Accel Partners, the world’s largest venture capital firm headquar-tered in Palo Alto, CA. Julia’s experience enables her to support marketing needs for both early-stage companies and more mature organizations requiring efficient go-to-market strategies. She holds a bachelor’s degree in Journalism and Creative Advertis-ing (Communications) from Bradley University in Peoria, IL. Julia is married and has two children.

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