PODCAST - Roger Williams - Enterprise Cloud Transformation

Roger Williams is the Azure Practice Leader for DXC Technology. His responsibilities include growing and developing the Microsoft Practice and leading Enterprise level Cloud adoption and migration programmes, including driving significant Government and Defence opportunities.

In the video below, we talk through what Roger is seeing within his customers. He says networks are the most common challenge at the moment as we've all shifted to working from home, alongside security and availability. Microsoft have seen a huge global spike in Azure consumption so each of the Cloud Vendors have had some challenges around delivery.

IT programmes are still running but DXC are seeing a shift away from classic infrastructure migration to programmes focused on resilience and recovery.

Many organisations are still in a position to hire talent but the requirements are specific. If you're working for an organisation like DXC, your technical ability would be a given. It's your soft skills that set you apart, they look for people who can understand a customers decision and look to ensure they realise the benefits of what they're proposing.

He says the cloud race between Azure, AWS and GCP is similar to BMW vs Audi. Most people have made most of the decision before they walk into the showroom and provided the solution fits, then they'll buy it.

If you're working within a Cloud Sales Practice during COVID-19, he advises to:

• Know your customers and what they want.
• Make sure you’re clear on your go to market strategy and don’t try to do everything for everybody (some of the smallest requirements take the most time and you have to be ruthless to ensure you can deliver).
• Make sure your managed services are robust so you can provide SLAs that are realistic.
• Make sure you have a sensible margin so you can market your business without running out of money.

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