Glossary icon   KARIN

The pricing, I think first of all you have to convince the functional department because as soon as you have the functional department on your side, they are very open and they want to see the transparency of what they spent for IT. As soon as you can show the billing engine of the Windows Azure platform to the customer from the functional point of view they realize really exactly what they have to pay for-their simulation in this case and how much money it was. They didn't have that transparency in the past before, so for them it was incredible to see the price and it was less than what they have to pay for their total IT or the next step. ... At that point, the functional department guys say all the time, "I want to go for Microsoft" and he was in the same caution as the procurement guy and he said "I think this is the right approach for us in this case." It makes it easy.