Click here to close now.

Welcome!

Microservices Expo Authors: Pat Romanski, Elizabeth White, Liz McMillan, Plutora Blog, Carmen Gonzalez

Related Topics: @CloudExpo, Microservices Expo

@CloudExpo: Article

Don't Punt - Winning the Cloud Marketing Battle

Why you should break conventional wisdom

Unless you are a hardcore (American) football fan, or happened to just catch the latest episode of HBO Real Sports,  you may have never heard of Coach Kevin Kelley of Pulaski Academy in Little Rock Arkansas. But if you are a football fan, I'd imagine you may hear about him soon even if you forget about this blog. You see, Kelley's teams haven't punted since 2006.  And in that time he has taken his small 350 kid school into the national top 100 rankings and to three state championships while winning well over 90% of his games...

You can Google him and easily learn more...here's a couple of quotes from a Sept 09 Sports Illustrated Article on Kelley:
"The average punt in high school nets you 30 yards, but we convert around half our fourth downs, so it doesn't make sense to give up the ball," Kelley says. "Besides, if your offense knows it has four downs instead of three, it totally changes the game. I don't believe in punting and really can't ever see doing it again.

and

He means ever. Consider the most extreme scenario, say, fourth-and-long near your own end zone. According to Kelley's data (much of which came from a documentary he saw), when a team punts from that deep, the opponents will take possession inside the 40-yard line and will then score a touchdown 77% of the time. If they recover on downs inside the 10, they'll score a touchdown 92% of the time. "So [forsaking] a punt, you give your offense a chance to stay on the field. And if you miss, the odds of the other team scoring only increase 15 percent. It's like someone said, '[Punting] is what you do on fourth down,' and everyone did it without asking why."

So what's going on here and what's it got to do with Cloud Marketing?  I think quite a bit.  Here's why...

Despite the overwhelming evidence and success of his strategy (he also onside kicks on every kickoff and lets opposing punts roll un-fielded) and his growing popularity at coaches clinics and the like, it is not apparent that Kelley has attracted many disciples.  He's probably OK with that as he is amassing huge competitive advantage over his opponents.  As the SI article continues:

Which is to say that most football coaches aren't simply averse to risk—no shock, there—but that they make choices at odds with statistical probability, akin to blackjack players standing on 11. The explanation: Subject as they are to scrutiny, coaches have incentive to err on the side of conservatism.

This brings me full circle to one of my favorite topics and soapboxes, Experience Marketing.   While conventional B2B marketing wisdom is that only very well qualified and vetted buyers should see demos or receive trials, without fail, in every scenario I have seen, the number one predictor of sales cycle success is the presence of a trial/POC or other real hands on experience.  

Yet I see time and time again, sales and marketing teams in SaaS organizations, that could easily move the trial or experience to the front of the marketing and sales cycle, hang on to conventional wisdom, hiding or gating the actual product experience.  Whether this is because of fear of failure or simple rejection of the new, or concern over investor or CEO second guessing, those in the old product mindset are punting away opportunity every day.

I have one thing to say to them:  "DON'T PUNT - JUST GO FOR IT ".  Whether that means a try and buy, freemium model or live demo instances, put EXPERIENCE front and center in your go to market strategy and tactics.  IT WILL give you the Kelley No Punt advantage.

It's no surprise that Kelley is out on the corporate speaking circuit talking about thinking outside of the box.  It's a simple recipe for winning.  Look at the data. See it in a new way. Change your mindset. Have the courage to ask.  Where else can cloud providers get a Kelley advantage...if you know, act now and win!

More Stories By Ken Rutsky

Ken Rutsky is a Product and Service Marketing Consultant, and has spent 20+ years in the industry, launching his first Internet services while at Netscape from 1995-99. Since then, he has been CMO at several start-ups and ran Network Security Marketing at McAfee. Ken launched McAfee's Secure Web Protection Service, and his time as a consultant has included the launch of Nimsoft's Nimsoft On Demand service. Today, he is laser-focused on helping ISVs and start-ups understand how to bridge from the world of products to SaaS Services with their mindset, organization and go-to-market tactics. Follow him on Twitter @jayrutz, on Linkedin at http://www.linkedin.com/in/kenrutsky, and on Facebook at http://www.facebook.com/home.php#!/pages/KJR-Associates/224894750772.

@MicroservicesExpo Stories
The last decade was about virtual machines, but the next one is about containers. Containers enable a service to run on any host at any time. Traditional tools are starting to show cracks because they were not designed for this level of application portability. Now is the time to look at new ways to deploy and manage applications at scale. In his session at 16th Cloud Expo, Jake Moshenko, Product Manager at CoreOS, examined how CoreOS + Quay.io fit into the development lifecycle from pushing gi...
SYS-CON Events announced today that Harbinger Systems will exhibit at SYS-CON's 17th International Cloud Expo®, which will take place on November 3–5, 2015, at the Santa Clara Convention Center in Santa Clara, CA. Harbinger Systems is a global company providing software technology services. Since 1990, Harbinger has developed a strong customer base worldwide. Its customers include software product companies ranging from hi-tech start-ups in Silicon Valley to leading product companies in the US a...
Containers are revolutionizing the way we deploy and maintain our infrastructures, but monitoring and troubleshooting in a containerized environment can still be painful and impractical. Understanding even basic resource usage is difficult – let alone tracking network connections or malicious activity. In his session at DevOps Summit, Gianluca Borello, Sr. Software Engineer at Sysdig, will cover the current state of the art for container monitoring and visibility, including pros / cons and liv...
In his session at 16th Cloud Expo, Simone Brunozzi, VP and Chief Technologist of Cloud Services at VMware, reviewed the changes that the cloud computing industry has gone through over the last five years and shared insights into what the next five will bring. He also chronicled the challenges enterprise companies are facing as they move to the public cloud. He delved into the "Hybrid Cloud" space and explained why every CIO should consider ‘hybrid cloud' as part of their future strategy to achie...
This week we're attending SYS-CON Event's DevOps Summit in New York City. It's a great conference and energy behind DevOps is enormous. Thousands of attendees from every company you can imagine are focused on automation, the challenges of DevOps, and how to bring greater agility to software delivery. But, even with the energy behind DevOps there's something missing from the movement. For all the talk of deployment automation, continuous integration, and cloud infrastructure I'm still not se...
DevOps Summit, taking place Nov 3-5, 2015, at the Santa Clara Convention Center in Santa Clara, CA, is co-located with 17th Cloud Expo and will feature technical sessions from a rock star conference faculty and the leading industry players in the world. The widespread success of cloud computing is driving the DevOps revolution in enterprise IT. Now as never before, development teams must communicate and collaborate in a dynamic, 24/7/365 environment. There is no time to wait for long development...
Internet of Things (IoT) will be a hybrid ecosystem of diverse devices and sensors collaborating with operational and enterprise systems to create the next big application. In their session at @ThingsExpo, Bramh Gupta, founder and CEO of robomq.io, and Fred Yatzeck, principal architect leading product development at robomq.io, discussed how choosing the right middleware and integration strategy from the get-go will enable IoT solution developers to adapt and grow with the industry, while at th...
17th Cloud Expo, taking place Nov 3-5, 2015, at the Santa Clara Convention Center in Santa Clara, CA, will feature technical sessions from a rock star conference faculty and the leading industry players in the world. Cloud computing is now being embraced by a majority of enterprises of all sizes. Yesterday's debate about public vs. private has transformed into the reality of hybrid cloud: a recent survey shows that 74% of enterprises have a hybrid cloud strategy. Meanwhile, 94% of enterprises ar...
The 17th International Cloud Expo has announced that its Call for Papers is open. 17th International Cloud Expo, to be held November 3-5, 2015, at the Santa Clara Convention Center in Santa Clara, CA, brings together Cloud Computing, APM, APIs, Microservices, Security, Big Data, Internet of Things, DevOps and WebRTC to one location. With cloud computing driving a higher percentage of enterprise IT budgets every year, it becomes increasingly important to plant your flag in this fast-expanding bu...
The 5th International DevOps Summit, co-located with 17th International Cloud Expo – being held November 3-5, 2015, at the Santa Clara Convention Center in Santa Clara, CA – announces that its Call for Papers is open. Born out of proven success in agile development, cloud computing, and process automation, DevOps is a macro trend you cannot afford to miss. From showcase success stories from early adopters and web-scale businesses, DevOps is expanding to organizations of all sizes, including the ...
Data center models are changing. A variety of technical trends and business demands are forcing that change, most of them centered on the explosive growth of applications. That means, in turn, that the requirements for application delivery are changing. Certainly application delivery needs to be agile, not waterfall. It needs to deliver services in hours, not weeks or months. It needs to be more cost efficient. And more than anything else, it needs to be really, dc infra axisreally, super focus...
Containers have changed the mind of IT in DevOps. They enable developers to work with dev, test, stage and production environments identically. Containers provide the right abstraction for microservices and many cloud platforms have integrated them into deployment pipelines. DevOps and Containers together help companies to achieve their business goals faster and more effectively. In his session at DevOps Summit, Ruslan Synytsky, CEO and Co-founder of Jelastic, reviewed the current landscape of...
Discussions about cloud computing are evolving into discussions about enterprise IT in general. As enterprises increasingly migrate toward their own unique clouds, new issues such as the use of containers and microservices emerge to keep things interesting. In this Power Panel at 16th Cloud Expo, moderated by Conference Chair Roger Strukhoff, panelists addressed the state of cloud computing today, and what enterprise IT professionals need to know about how the latest topics and trends affect t...
The most often asked question post-DevOps introduction is: “How do I get started?” There’s plenty of information on why DevOps is valid and important, but many managers still struggle with simple basics for how to initiate a DevOps program in their business. They struggle with issues related to current organizational inertia, the lack of experience on Continuous Integration/Delivery, understanding where DevOps will affect revenue and budget, etc. In their session at DevOps Summit, JP Morgenthal...
Sharding has become a popular means of achieving scalability in application architectures in which read/write data separation is not only possible, but desirable to achieve new heights of concurrency. The premise is that by splitting up read and write duties, it is possible to get better overall performance at the cost of a slight delay in consistency. That is, it takes a bit of time to replicate changes initiated by a "write" to the read-only master database. It's eventually consistent, and it'...
"Plutora provides release and testing environment capabilities to the enterprise," explained Dalibor Siroky, Director and Co-founder of Plutora, in this SYS-CON.tv interview at @DevOpsSummit, held June 9-11, 2015, at the Javits Center in New York City.
Overgrown applications have given way to modular applications, driven by the need to break larger problems into smaller problems. Similarly large monolithic development processes have been forced to be broken into smaller agile development cycles. Looking at trends in software development, microservices architectures meet the same demands. Additional benefits of microservices architectures are compartmentalization and a limited impact of service failure versus a complete software malfunction. ...
Explosive growth in connected devices. Enormous amounts of data for collection and analysis. Critical use of data for split-second decision making and actionable information. All three are factors in making the Internet of Things a reality. Yet, any one factor would have an IT organization pondering its infrastructure strategy. How should your organization enhance its IT framework to enable an Internet of Things implementation? In his session at @ThingsExpo, James Kirkland, Red Hat's Chief Arch...
IT data is typically silo'd by the various tools in place. Unifying all the log, metric and event data in one analytics platform stops finger pointing and provides the end-to-end correlation. Logs, metrics and custom event data can be joined to tell the holistic story of your software and operations. For example, users can correlate code deploys to system performance to application error codes. In his session at DevOps Summit, Michael Demmer, VP of Engineering at Jut, will discuss how this can...
Manufacturing has widely adopted standardized and automated processes to create designs, build them, and maintain them through their life cycle. However, many modern manufacturing systems go beyond mechanized workflows to introduce empowered workers, flexible collaboration, and rapid iteration. Such behaviors also characterize open source software development and are at the heart of DevOps culture, processes, and tooling.