What are the challenges and strategies for converting your customer base to XaaS?

Laura FayLaura Fay VP & Managing Director, Research & AdvisoryMember | Guru ✭✭✭✭✭

Migrating your existing customer licenses to XaaS can be challenging enough. Migrating their deployment to the cloud adds to the challenge. All sorts of questions emerge including how to handle objections, costs, value propositions, "baggage", and more.

What have been the biggest challenges?

What strategies and tactics (carrots & sticks) have delivered the best results for you?

+ Weigh-in on the poll below.


Answers

  • Steven ForthSteven Forth Managing Partner Founding Partner | Expert ✭✭✭

    The main obstacle has been requirements on data hosting. We currently have servers in the US, Canada and Germany. We have a potential customer in the Middle East, so yes we are investigating that as well. Part of the power of our platform comes from inferences we can make from our data. We are working out the deeper implications of having our data segregated like this.

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