telstarjohn and Ramsey - I can see that you two have some prior experiences with the things you are discussing. However, wouldn't you agree that even if you're selling this to a Director of Infrastructure, his signing ability is likely to be limited to $100k max. Therefore, he will either approve a trial, or go to the CIO with an ROI business case to justify any spend north of $100k.
It is this ROI that should be robust, and a no-brainer for CIOs to both approve and justify up the food chain. Here's why:
1. It protects the data from theft - which today would keep any company from paying healthy fines, lawsuits, etc.
2. SOX compliance - it has the ability to show an automated MAster Data Management plan, which to many today is being implemented to help with lawsuits, etc.
3. It protects from attacks that could create massive expenses in unplanned downtime, and helping with disaster recovery plans
4. It gets into permission-driven and role-based data access, which also helps in process-improvement, content management, etc.
I don't want to start making up things that become arguable, so I'll stop here by saying that regardless of who Dell or Wave or anyone starts selling to, the ROI model should already be a simple exercise of pushing it in front of the eventual signer/approver of the spend. After that, it doesn't matter if the exec spending the money gets the value proposition.
No? What am I missing
AI
