Q & A
EDITOR ’ S
MOSES MATHURAM , VICE PRESIDENT GSI AND STRATEGIC PARTNERSHIPS , WSO2
Both cloud-based and on-premises POCs have their own advantages and challenges . While on-premises POCs still have their place , especially in scenarios where specific regulatory or security requirements dictate the need for onpremises solutions , I see the trend shifting towards cloud-based POCs .
Firstly , at the current pace of digital
transformation , time is of the essence in any POC . A cloud environment enables rapid setup and deployment , allowing partners to quickly iterate on feedback and fine-tune the POC . This agility ensures that the POC meets the customer ’ s desired outcomes , facilitating a more responsive and innovative approach .
Secondly , cloud-based POCs can easily scale up or down based on project demands . This flexibility is particularly beneficial when showcasing solutions that require varying levels of resources , as it allows partners to effectively demonstrate performance and scalability in a dynamic environment .
Cost efficiency is another major advantage . Cloud environments eliminate the need for significant upfront investments in hardware and infrastructure , which during POCs are typically borne by the partners . This cost efficiency is crucial for partners looking to build POCs without incurring substantial expenses , freeing up resources for other critical areas .
Cloud-based POCs enable seamless access for all stakeholders , regardless of their geographical location . This accessibility fosters better collaboration and communication between partners and customers , enhancing the overall effectiveness of the POC .
Managing a POC in the cloud also alleviates the burden of maintaining and troubleshooting on-premises infrastructure . This allows partners to focus on the core aspects of the POC , such as solution capabilities and customer outcomes , rather than infrastructure management .
SHANE GRENNAN , SENIOR DIRECTOR , PARTNER SALES AND BUSINESS DEVELOPMENT , FORTINET
Demonstrating a Proof of Concept , POC in today ’ s digital enterprise landscape is about showcasing the power of innovation while addressing the unique needs of each client .
Cloud-based POCs are increasingly popular today due to their flexibility , scalability , and ease of management . They allow channel partners to deploy a POC quickly , replicating the client ’ s environment in the cloud without significant upfront investments . This speed is vital in a digitalfirst world , where the ability to move quickly can make all the difference in staying ahead of the competition .
Cloud-based POCs offer accessibility . Customers can engage with the POC from anywhere , which is particularly advantageous in the current state of remote work and geographically dispersed teams . This accessibility facilitates continuous collaboration and feedback , ensuring that the POC is fine-tuned to meet the client ’ s specific requirements .
Fortinet also recognizes the importance of on-premises POCs , especially in industries where security , compliance , and data sovereignty are non-negotiable . For such customers , Fortinet ’ s state-of-the-art Use Case Demo Centre in the UAE plays a key role .
This facility allows partners to conduct on-premises POCs for any scenario in a controlled , secure environment that adheres to the highest standards of data protection and regulatory compliance . The Demo Centre provides a hands-on experience , where customers can see Fortinet ’ s solutions in action , tailored to their specific operational contexts .
While cloud-based POCs are generally more agile and easier to manage , on-premises POCs remain essential for certain sectors . By leveraging both cloud and on-premises POCs , channel partners are well-equipped to drive business outcomes for customers .
60 www . intelligenttechchannels . com