WaaS is a cloud-based service model that allows organizations to manage their network infrastructure through a subscription fee. Hence, it represents a transformative approach offering scalability, cost efficiency, data analytics, and enhanced security
Assignment:
September 2017: Leverage cloud development to offer Wireless LAN networks as a managed service.
Results:
- Early 2018: Training sales staff and partners.
- Summer 2018: Start 9 months press tour
Public available materials
- No public information on the introduction of Wireless-as-a-Service to be shared.
Participation
How was the assignment approached?
In the process of selling cloud services in addition to existing hardware, extensive research was conducted to understand how market peers present and price their solutions. Therefore, partners and external consultants were integrated into the development process to ensure a comprehensive and competitive solution.
What were the biggest challenges encountered?
Training the internal sales staff and related channel partners proved to be a challenging task, especially since they were accustomed to selling hardware and preferred to stay within their comfort zone. Nevertheless, overcoming this barrier required extensive support and hands-on guidance.
What was fundamentally new about the project?
Transforming a box-selling organization into one focused on selling services is a significant cultural shift. To achieve this, we adopted a completely different knowledge-sharing approach than previously used. As such, this new approach became a blueprint for future projects, such as the introduction of Software-Defined solutions and Cloud-based Firewalls.
What percentage of time was spent on this project?
For 1,5 years on average, 35% of available time was dedicated to this project. This includes the PR tour for 9 months.