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David Powell, vice president of managed services at TekLinks, based in Birmingham, Ala., said once clients have recognized the value of managed services and managing to an SLA instead of trying to do everything internally or relying on a break-fix model, a transition to the cloud is easier.
"The same discussions we had around managed services, we're now having around cloud. Customers view it as an either/or proposition. Once you have an on-demand services model, the same approach applies to the cloud," Powell said.
Some Connecting Point clients are even coming to Warner to talk about moving to the cloud, he said. "They don't have the expertise or the desire to have their own infrastructure in their environment," he said.
Sanchez agreed that end users are becoming more cloud-savvy and better understand the concept of the technology.
"They get the value of having certain services not at their location. A lot of companies are becoming decentralized. They're opening other locations or have mobile workers and they're asking 'Why should we have all that traffic come down a T1 into our location?' Take everything out into a robust, 24x7, highly-redundant facility," Sanchez said.
Just a couple of years ago, TekLinks spent a great deal of time educating customers on the benefits of managed services. With that knowledge base in place, the cloud conversation becomes easier, said Powell.
"Now we go in and I don't have to spend the first half of the visit about what it is. It's more about how they can use it and how can they recognize those efficiencies. There's been a great customer education movement taken on by a lot of people we're seeing the fruit of it," he said.
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