Category Archives: pricing

The Narcotic Of Professional Services

In the technology world, selling new products is hard. Selling to enterprises is even harder. Small companies were (relatively) easy. They took a little bit of handholding to get your SaaS/software/hardware configured “just right” for them, but most of what they wanted … Continue reading

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Is the Real Uber Threat to Hertz?

It has become commonplace to forecast that Uber, Lyft and other ridesharing services are a strategic threat to car manufacturers. After all, if “everyone” uses Uber, why would they bother owning cars? The problem with that argument is that it … Continue reading

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Amazon Pricing Should Be Customer-Centric

Today, I had a very interesting discussion with Rich Miller, a consulting colleague who has been around the block more than a few times. One of the interesting points he raised is that Amazon’s AWS pricing doesn’t quite work for … Continue reading

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The Problem with Serverless Is Packaging

Serverless. Framework-as-a-Service. Function-as-a-Service. Lambda. Compute Functions. Whatever you call it, serverless is, to some degree, a natural evolution of application management. In the 90s, we had our own server rooms, managed our own servers and power and cooling and security, … Continue reading

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Big Bang Theory of Advertising, or How Broadcasters Are Like Supermarkets

One of the most popular recent television shows is CBS’s “The Big Bang Theory,” broadcast on Thursday evenings. In addition, the most recent 5 shows are available online on cbs.com. As with the live CBS broadcast, commercials are interspersed in the show … Continue reading

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Negative Cloud Margins?

A few days ago, I had a conversation with a friend of mine who told me something shocking: a particular cloud company’s gross margins on cloud products are below -40%. That is not a typo, it is minus 40% or worse. Essentially, the … Continue reading

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Internet in the Air

I used to hate taking long day flights. If I had to spend 12 hours in the air from New York to Tokyo, or Zurich to Bangkok, or Tel Aviv to Newark, I preferred overnight flights. Even since the advent of on-demand entertainment, personal … Continue reading

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When Your Customers No Longer Adore You

Where will VMWare be in 5 years? For many years, VMWare was practically synonymous with virtualization. It provided multiple virtual servers on a single physical server, with a great feature set, good (for its time) management interface, and enterprise customer support. Lately, VMWare has … Continue reading

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Would Open-Source Windows Have Stopped Linux?

In the cellar of Westminster Abbey in London, lies a lovely little café called the Cellarium, with all of the architectural design and feel of the Abbey. Of course, as it is in the heart of London, it has good tea as well. Earlier this week I … Continue reading

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You Are What You Sell

At the risk of kicking someone when they are down, let’s look at… GoPro. GoPro recently reported slower than anticipated sales, laid off 7% of their staff, and had their stock hammered (down 14.5% in a day). BusinessInsider did a straightforward if … Continue reading

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