Mapping the On-Prem Journey to Engage Earlier and More Effectively
As cloud-first strategies reshaped enterprise technology decisions, a global technology company needed a clearer view of how customers were still evaluating on-prem infrastructure. The client wanted to understand how these journeys differed from cloud decisions and where they had the best opportunity to influence the process.
How We Got There
The Challenge
With cloud-first strategies now the default in many organizations, the client needed to understand how customers were still choosing on-prem infrastructure—and what would keep them considering that route. Equally important, they needed to pinpoint when the buying process truly began so they could engage early, before requirements and decisions were locked in.
What We Did
We mapped the enterprise infrastructure purchase journey from the earliest signs of need through final approval. By speaking with senior enterprise IT leaders and influencers, we clarified how different stakeholders participated across the journey, what role each played in shaping the decision, and which questions had to be resolved at each stage for on-prem to remain a credible path.
What Changed
The client came away with a more actionable picture of when and how on-prem decisions could still be influenced. The work revealed that key assumptions and requirements were being formed earlier than the team had realized, giving them a stronger basis for earlier engagement, sharper messaging, and more relevant enablement.
Details modified to protect client confidentiality.