Why Cloud Providers Still Need Sales People and Solutions Architects: An In-Depth Look

It is an excellent question. I asked myself the same question a couple of years after starting my first job. While it may seem that everyone has already made the move to the cloud, the roles of sales people and solutions architects remain pivotal in the landscape of cloud computing.

The Role of Sales People in Cloud Computing

Salespeople are essential because they actively seek out customers who have a need or a problem to solve. Much like having a persistent back pain for years that had not been cured, someone appears with a magic solution. You are initially interested but skeptical. They then demonstrate that they understand the pain and show you case studies, essentially selling a solution. This approach often works because customers are more likely to try a new technology or service after seeing its success in similar circumstances.

The Importance of Solutions Architects

Solutions architects are almost as important, if not more so, than salespeople. At a point, you become confident with the provider, but the complexities of the technology and its implementation start to become apparent. You want to know what is inside, how it works, and what the potential issues might be. This is where the pre-sales architect comes in. She explains the underlying technological components, the specific architecture that will work within your IT and business organization, and the process that will change as a result. The pre-sales architect ensures that the solution is tailored and effective for your unique needs and challenges.

The Challenge of Keeping Up with Technological Changes

The landscape of cloud computing is constantly evolving, with numerous technologies available. It is almost impossible to have a full grasp of everything. Moreover, while public clouds like GCP, AWS, and Azure may appear similar, the way you implement your architecture and develop your applications can differ significantly between platforms. This complexity makes the roles of salespeople and solutions architects indispensable. You typically welcome the help they offer, trusting but verifying their recommendations to ensure they align with your organization's requirements.

Market Trends: Cloud Infrastructure Spending

According to IDC, cloud IT infrastructure revenues saw a decline in the second consecutive quarter for the quarter ending Q3 2019 but exceeded spending on non-cloud IT infrastructure for the second time ever. Despite this, public cloud represents less than 40% of the total IT infrastructure market spend in 2020 and is projected to maintain this percentage in 2023. These figures underscore the ongoing relevance of salespeople and solutions architects in maintaining and growing cloud infrastructure.

In conclusion, the roles of salespeople and solutions architects are crucial in the realm of cloud computing. They bridge the gap between technology and customer needs, ensuring that businesses can make informed decisions and effectively migrate to the cloud. As the cloud landscape continues to evolve, these professionals will remain essential in guiding businesses through the complexities of cloud adoption.