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

1 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

 
 
 

26 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
1

8 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) ...
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

Child arrived from West Africa tests negative for Ebola
New York, Oct 28 (IANS/EFE) A 5-year-old boy who recently arrived in the US from West Africa and was admitted to a New York hospital with a fever has tested negative for the Ebola virus, authorities said Monday.
 
 
US recommends voluntary isolation for health workers
Washington, Oct 28 (IANS) The US government Monday urged people considered "high-risk" for Ebola to voluntarily stay at home for 21 days after returning from Ebola-stricken West African countries.
 
 
Pope says Big Bang theory does not contradict Christianity
Vatican City, Oct 28 (IANS/EFE) Pope Francis Monday said the "Big Bang" theory as a model for the origin of the Universe "does not rule out the intervention of a divine Creator, but rather demands it" and that "the origin of the world is not a product of chaos, but is derived directly from the supreme power that created love."
 
 
UN chief voices concern over Ebola-related restrictions
United Nations, Oct 28 (IANS) UN Secretary-General Ban Ki-moon has expressed concern about restrictions imposed by several countries and localities on travelers from major Ebola-affected countries, a spokesperson said here Monday.
 
 
 

Latest from the Network

Cliff Richard returns to studio
Los Angeles, Oct 28 (IANS) Singer Cliff Richard looked relaxed and happy after he returned to the studio for the first time since being quizzed over sexual abuse claims. The veteran singer is currently recording new...
Read more on Celebrity Balla
 
Child arrived from West Africa tests negative for Ebola
New York, Oct 28 (IANS/EFE) A 5-year-old boy who recently arrived in the US from West Africa and was admitted to a New York hospital with a fever has tested negative for the Ebola virus, authorities said Monday. The...
Read more on Business Balla
 
US recommends voluntary isolation for health workers
Washington, Oct 28 (IANS) The US government Monday urged people considered "high-risk" for Ebola to voluntarily stay at home for 21 days after returning from Ebola-stricken West African countries. Tom Frieden,...
Read more on Business Balla
 
Robbie Williams and Ayda Field have a baby boy
Robbie Williams' wife has given birth to a baby boy. The 'Candy' hitmaker - who has been sharing clips of Ayda Field's labour on his official YouTube account for the last 14 hours - spoke about his ''astonishing'' wife...
Read more on Celebrity Balla
 
Daniel Radcliffe's anger at 'unconventional romantic lead' comment
Daniel Radcliffe is angered at those who say he is an ''unconventional romantic lead''. The 25-year-old actor - who rose to fame playing the lead role in the 'Harry Potter' series - has revealed he hates when people say...
Read more on Celebrity Balla
 
Kim Kardashian West 'emotional' on proposal anniversary
Kim Kardashian West was ''emotional'' on the anniversary of her wedding proposal. Kanye West - who asked Kim to marry him on her birthday last year - surprised his wife with a trip to the Bay Area to watch the San...
Read more on Celebrity Balla
 
Cara Delevingne: I've learnt a lot from Kate Moss
Cara Delevingne has revealed she has learnt a lot from Kate Moss. The 22-year-old model worked alongside the 40-year-old on a photoshoot for a recent Burberry campaign. When asked what Kate had taught her, she told...
Read more on Celebrity Balla
 
Mookie Blaylock Sentenced to 15 Years in Prison
Retired NBA star Mookie Blaylock was sentenced to 15 years in jail for his role in a car crash that killed a woman in May 2013.Steve Visser of the The Atlanta Joural-Constitution reported on the development on Oct. 27:"...
Read more on Sport Balla
 
Britain celebrates poet Dylan Thomas's 100th birthday
London, Oct 28 (IANS) Britain Monday celebrated the 100th birthday of Wales's best-known poet and writer Dylan Thomas. Thomas was born in Swansea, Wales in 1914, and died in New York at the age of 39. He has been...
Read more on Celebrity Balla
 
Enrique Iglesias to perform at MTV EMAs
London, Oct 28 (IANS) The organisers of the MTV Europe Music Awards (EMAs) have roped in singer Enrique Iglesias to perform at the event in Glasgow next month. The organisers confirmed the news Monday, reports...
Read more on Celebrity Balla