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"The people buying the cloud are not the same people we talked to in the past," Mueller said. "It's now people in the business units. We're selling to HR managers and development managers, not the CIOs and CTOs. A, the CIOs and CTOs feel a threat to their business, and B, they're always making the cloud decisions."
In the end, customers are interested in an annuity base that runs without their own infrastructure, but at the same time want to leverage their on-premise infrastructure for the cloud, Mueller said.
"So our sales teams were combined," he said. "Now they can offer customers an on-premise solution, the cloud, and a hybrid solution. And now our sales forces are not competing against each other."
That was not always the case, Mueller said. "A couple times, we found multiple people hunting in the same accounts," he said. "When the sales managers found out, there was some hand-slapping."
But that only proved that, when customers are looking for an on-premise solution, they were also considering the cloud, Mueller said.
"It's stupid to leave business on the table," he said. "And it's stupid to not provide all the customer's needs."
PUBLISHED JUNE 6, 2013