I read it as a child.

Because to solve someone's problems, they have to tell you their problems.

Or to put it another way, the thing you do is to solve the actual problems other people have. That's what you need to sell. You aren't selling the fact that you know how to use a hammer. You are selling the idea that you can build the right hammer for the job.

So sales is not "out reach." It is "what do you need?" and you will probably do better by optimizing for getting to that conversation, not through optimizing for low effort on your part.

Linked-in is best used for networking not push notification. Networking is about trust. Maybe you can't help with someone's problem but you know someone who can.

Finally, you can't sell desperately. Good luck.

Your training is a sunk cost.

It is also the source of soft skills.

I think I generally identify with what the article is saying - but I think it's more about responsiveness and predictability than pure speed. I've always been a pretty quick worker, but more importantly I've been responsive. It's better to reply back in 5 seconds with an "I don't know; you might want to talk to Susan about this instead" than to spend an hour researching on your own and give them the answer yourself. You can even say "If Susie is too busy, I can look into it myself, but it might take an hour or two".

Communicate, communicate, communicate.

How will you provide high quality service and reliability while competing on price with the scale and financial might of AWS?

Because in B2B, those things tend to have a higher value than initial cost. Or to put it another way, your customers will be making long term investments by choosing you.

Successfully competing on price in a commodity market requires cheaper access to resources and because price is the easiest way to segment a market, low prices attract price sensitive customers...they are the least desirable customers. Good luck.

Similarly for a mom-and-pop bakery (contrived example) hosting a website for $60/mo, going down to $20/mo (just to keep the 1/3 ratio) also is probably not worth it.

But some of our customers are not like that. For example a hedge fund we have been working with needs 512G RAM and 256 vCPUs for a mortgage model. The data size is not too big and once they get their results they rip it back to on-prem. The complexity is low, ie they just ssh in and do their models. Often they let them run over the weekend.

And these guys are very price-sensitive. In their industry, saving money means more carry for partners and bigger bonuses for quants. These guys are counting nickels.

So I think you're totally right for the large part of the market that we're not really for, and we're not really competing for those types of customers. But we're not really providing much managed service, we're providing a commodity that, assuming you don't need the high-complexity ecosystem surrounding it, can be very nice for customers who are price-sensitive.