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by benjaminfh
606 days ago
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Do you have an ICP in mind right now? Reason I ask, is that while hyper scaler to hyper scaler makes sense and I can see that being easy to digest and therefore valuable to many, many enterprises are actually making more complicated trade offs. Namely a managed SaaS solution vs. (a pipe dream) of build it themselves on hyper scaler infra. IMO that’s the really interesting question plaguing enterprises and I saw it a lot when at Palantir doing pre sales engagement. In practice, the hyper scalers often “buy” an enterprise customer by undercutting the incumbent (eg when a new CIO comes in), which makes the sticker price arbitrary a lot of the time. |
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Our ICP are sales leaders in GSIs/Cloud partners whose teams submit Cloud proposals with pricing estimates to customers. (I am ex-AWS myself and have seen this as a pain point both internally as well as when working with partners due to the quantity of excel work in estimates & scenario-building). Are there any other ICPs that you see as a good fit? (Other ICPs we considered: 1/CSPs' sales teams - We ruled this out as we would have to sacrifice objectivity as a CSP-neutral platform. One of them asked for points favorable to their platform as talking points for their sales teams 2/Enterprises with contracts renewal deadlines - we haven't ruled this out, but they are simply harder to reach out to for us currently.)
You are right about complicated trade-offs. As a first cut, this output is intended as a starting point to evaluate the architecture / commercials from the three main CSPs for our ICP.
And you are right about the sticker price too. When we pull the billing & cost details from AWS, we end up getting their EDP / PPA discounts too. One of the features in our roadmap is to provide for an input field to apply a similar %age on the other two clouds for an apples-to-apples comparison (assuming they are able to negotiate an equivalent enterprise discount with other vendors)