A leading provider of integrated hardware and software solutions faced a critical challenge: expanding their services to support classified and sovereign workloads for customers managing data on-premises. The client aimed to:
- Deepen understanding of this specialized customer segment
- Analyze current market offerings for classified and sovereign workloads
- Identify gaps in their service portfolio
- Explore opportunities for expansion in this niche market
This research aims to analyze on-premises workloads, explore suitable services, and identify key users across various segments to optimize cloud migration strategies. This includes:
- Understand current on-premises workloads and unique challenges
- Identify beneficial first- and third-party services for each segment
- Determine key users executing workloads within these segments
PP&A implemented a comprehensive qualitative research strategy, focusing on two key segments:
- US Federal entities
- Highly regulated industries in Europe
Our methodology involved conducting a set of expert interviews with:
- Former IT decision-makers from the US Federal government or contractors
- IT decision-makers in highly regulated European industries (e.g., banking, healthcare)
PP&A delivered a qualitative assessment of classified and sovereign workloads in two segments: US federal entities and highly regulated industries in Europe. For each segment, it described the on-premises workloads customers run and the challenges they face, the first- and third-party services that would benefit them, and the users who execute those workloads. It also compared the cloud configurations in use across industries and covered perceptions of US-based cloud services in European markets, with attention to healthcare, finance, aviation, defense and government.
The findings gave the client a clearer understanding of this specialized customer segment and of the gaps in its own service portfolio. They informed the client's thinking on how to refine and expand its offerings for organizations that manage secure and regulated workloads.
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