Public Cloud Marketplaces : Cloud Shadow Procurement Is Becoming Mainstream

I joined Amazon Web Services (AWS) in 2010. AWS in those days was a much smaller business compared to the $20B+ run rate business that it is now. One common objection my sales team would receive was that many corporate IT teams didn’t want to buy their IT services “from a bookseller.” These potential clients…

How To Invest In Your AWS Partnership: ISV Edition

“How should we partner with Amazon Web Services (AWS)?” I get that question a lot from software companies. Some want to know if they should hire an ex-AWS employee to help with inside connections and networks. Others want to understand the dynamics of placing their offerings in the AWS Marketplace. Both ideas have advantages, but…

Jeff Bezos’ Greatest Gift To Computing (And I Learned It From An Amazon PowerPoint Presentation)

Above this text is a picture of a vintage 1890s electric generator in a Belgium beer factory. If you look real close the gentleman in the sport coat with the white shirt it is Jeff Bezos. I first saw this picture in 2010 when I started with AWS. I asked my sales team to send…

Cloud Mania. Can Enterprises Adopt Public Cloud As Fast As Startups?

In my discussions with analysts covering the technology sector over the last several years, there are several points of view when it comes to how to value public clouds. I believe that most people covering this space have made the wrong assumption about the future growth of cloud with respect to contributions from enterprise clients…