For Cohesity's SiteContinuity solution, should we emphasize improving recovery time objectives or invest in expanding multi-cloud support across more providers?

Introduction

The trade-off we're examining for Cohesity's SiteContinuity solution is whether to focus on improving recovery time objectives (RTOs) or invest in expanding multi-cloud support across more providers. This decision is crucial for Cohesity's product strategy and market positioning in the disaster recovery and business continuity space.

I'll approach this analysis by first clarifying key aspects of the situation, then diving into a detailed examination of the product, potential impacts, metrics, and experimentation. Finally, I'll provide a recommendation based on the data and strategic considerations.

Step 1

Clarifying Questions (3 minutes)

• Context: I'm thinking about the current market landscape for disaster recovery solutions. Could you provide more context on our main competitors and their recent product moves?

Why it matters: Helps position our decision within the competitive landscape. Expected answer: Details on 2-3 main competitors and their recent feature releases. Impact on approach: Would influence whether we prioritize differentiation or feature parity.

• Business Context: Based on our current revenue model, I assume SiteContinuity is a key driver of our enterprise sales. Is this correct, and how does it fit into our overall product portfolio strategy?

Why it matters: Aligns the decision with our business objectives and revenue streams. Expected answer: Confirmation of SiteContinuity's importance and its role in upselling other products. Impact on approach: Would determine the level of resources we can allocate to this initiative.

• User Impact: I'm considering the different user segments affected by this decision. Can you share insights on which customer segments are most vocal about RTO improvements versus multi-cloud support?

Why it matters: Ensures we're addressing the most pressing user needs. Expected answer: Breakdown of customer feedback by segment and priority. Impact on approach: Would help tailor our solution to the most valuable or strategic customer segments.

• Technical Feasibility: Regarding the technical aspects, I'm curious about the current architecture's flexibility. How challenging would it be to implement significant RTO improvements versus expanding cloud provider support?

Why it matters: Assesses the technical effort required for each option. Expected answer: Overview of technical challenges and estimated development time for each path. Impact on approach: Would influence the timeline and resource allocation for the chosen direction.

• Resource Allocation: Considering our current team structure, I'm wondering about our capacity to pursue either option. Do we have the necessary expertise in-house for both RTO optimization and multi-cloud integration?

Why it matters: Determines if we need to hire or train team members for the chosen path. Expected answer: Assessment of current team capabilities and potential skill gaps. Impact on approach: Might lead to a phased approach if significant team changes are needed.