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We are not talking services from traditional point of view: EMC

Radhika Nallayam | Aug. 21, 2013
Mike Koehler talks about why EMC has a renewed focus on services and what customers are demanding.

Consulting is another focus area for you. But are you really able to profit from consulting?
We definitely do monetize these services. However, it depends a lot on the engagement between the partner and the customer. If there is a consultative piece of work and if it makes sense in the relationship with the customer, we will do it for free. It does not happen every time. So it really depends on the customer and the situation. We have given our team and our partners the flexibility to make good business judgements with the customers. Wherein in the past, we have always gone by the financial profile of services.

The line between IT and business is blurring quite fast today. Many IT-led projects are now transforming into business-led projects. How do you look at this trend from a services angle?
We are seeing that a lot of conversations about IT are business-led now. Interestingly, these business conversations are not about cloud, but about big data, analytics and next generation applications. While IaaS is interesting, it does not change your business outcome. That's one of the reasons why EMC brought Pivotal to the market. So through Pivotal, we are now talking about next-generation application, rapid application development and how do big data, fast data and analytics come to play.

 

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