360° Coverage : NetAppVoice: How To Let Customers Trust You: Use These 2 Keys

2 Updates

NetAppVoice: How To Let Customers Trust You: Use These 2 Keys

Apr 28 2014, 3:18pm CDT | by

In transformative and disruptive markets like cloud computing, it’s critical that customers and partners trust you. Dan Timko, president and CTO of the cloud services provider Cirrity, explains how...

Filed under: news

 
 
 

25 weeks ago

NetAppVoice: How To Let Customers Trust You: Use These 2 Keys

Apr 28 2014, 3:18pm CDT | by

In transformative and disruptive markets like cloud computing, it’s critical that customers and partners trust you. Dan Timko, president and CTO of the cloud services provider Cirrity, explains how to build one of the most beneficial and valuable commodities in business.

He outlines the two key traits of trustworthy businesses: Master them both and you’ll have a huge head start on your competition…

With IT solutions, we often use words like rack, or tower, or blade. When it’s traditional to use concrete terms such as these, could there be a more nebulous-sounding alternative than “the cloud”?

Clouds are fluffy, dreamy masses of vapor floating across the sky; an image that hardly inspires confidence in a transformative technology. But that’s our business.

We’re a cloud services provider, focused solely on the IT channel—meaning we cater to consultants, value-added resellers (VARs), and managed service providers. In other words, we supply cloud services to partners that then resell those services to an end user—often as part of a larger IT solution,.

This may surprise you, but even in the channel, the cloud is still seen as a relatively new and disruptive technology. This means it’s easy for potential partners to view us as the competition, rather than as a collaborator, intent on adding value. We’re asking those partners to look beyond the expertise they’ve built through years of success.

So how do we overcome this initial hesitancy? Just like any type of disruptive or transformative business, if you’re trying to change people’s attitudes, success comes down to one simple word:

Trust.

But, as life’s ever-increasing complexity proves, simple is rarely easy. Trust is risky. Trust is fragile.

Countless books and articles have been penned on trust—and on how to cultivate it. But from our perspective, building trust in the cloud requires credibility and reliability.

Credibility
Credibility comes from offering the right solution (not the one that most benefits your bottom line or individual bonus)./>

So you have to be an advocate for the client. And you have to be honest with them about which solution will be most effective and efficient.

Consider this brief example: Flush with private-equity money, a healthcare firm was looking to shore up its disaster-recovery capability. Along with our channel partner—a large, traditional VAR—we suggested shifting it to the cloud.

The three other competing vendors offered a different pitch: “We’ll sell you some servers. We’ll sell you this licensing. We’ll sell you $150,000 worth of professional services to set it all up and get it working.”

They offered yesterday’s solution to today’s problem.

But the customer’s CIO was astute enough to know that those answers—tried and true for years—wouldn’t cut it anymore. Instead, our proposed solution spurred the realization that disaster recovery could be an automated, hands-off service, which would eliminate the time, risk and expense of deploying a bunch of new gear.

Our solution wasn’t the most profitable: It didn’t give our channel partner an opportunity to sell a lot of their traditional hardware and licensing. But it did win the contract, which increased our credibility.

With that credibility came trust. And with that trust came more long-term business.

Reliability
The second attribute equates to offering solutions that work./>

So as a cloud services provider, our infrastructure must deliver high performance and nonstop availability—without fail. This level of reliability is critical to our reputation and to the trust it engenders.

Even with today’s technology, this kind of dependability is a challenge. It involves continuously expanding our platform and auditing our services in order to always be secure, resilient and available.

And customers don’t just expect solutions to work reliably—they expect them to work reliably now. Who wants to sign up for a cloud service to learn it’ll take months to be production-ready?

Reliability requires making a strong commitment—financially and organizationally—to delivering on all of our promises. But the alternative is unthinkable.

If we can’t consistently provide that type of reliability, then our channel partners won’t trust us. Which means they’ll either abandon trying to resell the cloud, or find a different provider.

The Bottom Line
Creating mutually beneficial, long-term partnerships requires dedication and follow-through. That’s especially true when you’re trying to build a new brand, or sell a transformative product./>

But if you can bring credibility and reliability to every task, every meeting, and every relationship, you can begin developing one of the most beneficial and valuable commodities in all of business—trust.


Dan Timko is Cirrity’s President and Chief Technology Officer. Dan brings more than 15 years of information technology and information security industry experience. He received both his B.S. in Computer Science and Masters in Information Security from The Georgia Institute of Technology. Dan is a member of the Cloud Security Alliance, Information Systems Security Association, and InfraGard./>
[more]


Now Share This
• null/>/>

Now Read This (more from NetAppVoice)
Cyber-Mugging: A Cautionary Tale
5 Surprising Career Tips You Never Got: 25-Year-Veteran Exec Opens Kimono
Trust, Loyalty, Candor: 3 Must-Haves In Tomorrow’s Business
3 Ways Your CIO Can Say “Yes” — With Softwarization Magic
Read more from our talented writers/>/>/>/>/>

Image credit: flickr.com/purplejavatroll (cc:by-sa)

 
Update
2

7 weeks ago

Khazanah throws MAS RM6b lifeline

Aug 29 2014 5:01pm CDT | Source: Business Times Singapore

August 30, 2014 1:15 AMKHAZANAH Nasional will inject RM6 billion (SS$2.4 billion) over three years to resuscitate loss-making Malaysia Airlines (MAS) under a recovery plan that includes even an Act of Parliament. Other key moves are migrating its operations, assets and liabilities to a new company (NewCo) and slashing ...
Source: Business Times Singapore   Full article at: Business Times Singapore
 

 
Update
1

8 weeks ago

MAS posts loss of RM307m for Q2

Aug 28 2014 5:00pm CDT | Source: Business Times Singapore

August 29, 2014 1:13 AMMALAYSIA Airlines (MAS) registered a loss of RM307 million (S$122 million) for the second quarter to end-June, but warned of worse to come in the second half when the "full financial impact of the double trag ...
Source: Business Times Singapore   Full article at: Business Times Singapore
 

 

Don't miss ...

 

<a href="/latest_stories/all/all/30" rel="author">Forbes</a>
Forbes is among the most trusted resources for the world's business and investment leaders, providing them the uncompromising commentary, concise analysis, relevant tools and real-time reporting they need to succeed at work, profit from investing and have fun with the rewards of winning.

 

blog comments powered by Disqus

Latest stories

IS abducts Iraqi journalists as its positions get bombed (Roundup)
Baghdad/Paris, Oct 24 (IANS) The Islamic State (IS) terrorist group Friday kidnapped three Iraqi reporters in the northern Iraqi city of Mosul even as French fighter jets and Iraqi military helicopters bombed its positions in northern Iraq.
 
 
Ethiopia to deploy 210 health workers in Ebola-hit West Africa
Addis Ababa, Oct 24 (IANS) Ethiopia said Friday it will deploy about 210 health professionals to Ebola-affected countries to support the response against the epidemic in West Africa.
 
 
China offers new anti-Ebola aid to West Africa
Beijing, Oct 24 (IANS) China will provide 500 million yuan (about $82 million) in aid to Liberia, Sierra Leone, Guinea and international organisations to fight the Ebola virus disease, Chinese President Xi Jinping said Friday.
 
 
India, China form Asian Infra Investment Bank
Beijing, Oct 24 (IANS) India Friday signed on to a China-led initiative to create an international bank to fund development of infrastructure essential for Asia's economic growth and reduce the dependence on Western-dominated World Bank and International Monetary Fund.
 
 
 

Latest from the Network

Second MERS case reported in Qatar
Doha, Oct 23 (IANS) A 43-year-old man in Qatar has tested positive for Middle East Respiratory Syndrome (MERS) in the second confirmed case of the deadly virus in 10 days, media reported Thursday. The patient had...
Read more on Business Balla
 
Two people die in Pakistan bomb blast
Islamabad, Oct 23 (IANS) At least two people were killed and 12 others injured in an explosion that took place in Pakistan's Balochistan province Thursday, media reported. The bomb was planted on a motorcycle, Dawn...
Read more on Politics Balla
 
Trott extends contract with Warwickshire till 2017
London, Oct 23 (IANS) England batsman Jonathan Trott, whose mental issues led to his abrupt departure from last winter's Ashes tour, has confirmed his successful comeback to competitive cricket by signing a new three-...
Read more on Sport Balla
 
Srikanth, Kashyap big movers in BWF rankings
Kuala Lumpur, Oct 23 (IANS) Indian men shuttlers Kidambi Srikanth and Parupalli Kashyap jumped seven places each in the latest Badminton World Federation (BWF) rankings released Thursday while Olympic bronze medallist...
Read more on Sport Balla
 
Alvin Stardust dead
London, Oct 23 (IANS) English singer Alvin Stardust died after a short illness. He was 72. Stardust's manager confirmed the news about his demise Thursday, reports mirror.co.uk. He was recently diagnosed with...
Read more on Celebrity Balla
 
Indian man reunited with family after 40 years
Dubai, Oct 23 (IANS) An Indian man, who had disappeared from his hometown in Kerala nearly 40 years ago, has been found by his family at a hospital in Dubai in the UAE, a newspaper report said. Now in his 60s, Abdulla...
Read more on Politics Balla
 
Srikanth, Kashyap, Saina rise in world rankings
Kala Lumpur, Oct 23 (IANS) Indian men shuttlers Kidambi Srikanth and Parupalli Kashyap jumped seven places each in the latest released Badminton World Federation (BWF) rankings Thursday while Olympic bronze medallist...
Read more on Sport Balla
 
Flintoff signs for Big Bash side Brisbane Heat
Brisbane, Oct 23 (IANS) Former England captain and all-rounder Andrew Flintoff, who retired from international cricket in 2009, Wednesday confirmed that he will play for Brisbane Heat in the Big Bash League (BBL) this...
Read more on Sport Balla
 
OPEC daily basket price falls again
Vienna, Oct 23 (IANS/WAM) The basket of 12 crude oils of the Organization of Petroleum Exporting Countries (OPEC) closed at $81.94 a barrel Wednesday compared to $82.09 Tuesday, the OPEC Secretariat said. The new OPEC...
Read more on Business Balla
 
Lopez to sign multi-million dollar deal?
Los Angeles, Oct 23 (IANS) Singer-actress Jennifer Lopez is reportedly in the final stages of securing a multi-million dollar deal to perform in Las Vegas. The 45-year-old is being offered $350,000 per show at The...
Read more on Celebrity Balla