All impactNext caseBuilding an edge computing motion from zero
Case 03
Shifting the mix toward services
I helped move the business from a product-led mix toward managed services and recurring value.
- Company
- Internap / VitalStream
Starting situation
A business anchored in infrastructure products that needed buyers to see value in managed services.
What I changed
- I repositioned the offer around operating outcomes rather than infrastructure specifications.
- I worked with sellers and solution teams on how to qualify and price services opportunities.
Managed servicesHostingCDN