Secrets to Integrating Cloud    Solutions into Your          Business          Terry Hedden     CEO of Infinity Technology...
Agenda • What does Cloud Computing mean to you as   an MSP/VAR? • 4 Steps to Building a Successful Cloud   Computing Busin...
So what does Cloud mean to you as aSolution Provider?• Getting on the Wave isn‟t Optional…• The MOMENTUM around Cloud comp...
Four Steps to Building a SuccessfulCloud Computing Business•   Decide on a Cloud Computing Model•   Develop pre-packaged s...
Decide on a Cloud Computing Model                                             Cloud Choices                               ...
Decide on a Cloud Computing ModelBuild or Buy? – Unless you have the Capital and Expertiseto Build, Find Partners!•   Clou...
Decide on a Cloud Computing ModelCreate a Cloud Ecosystem•   Ecosystem should include ALL aspects of the Cloud, Not Just  ...
MarketingDevelop pre-packaged service offerings that can speed theSales Cycle and Implementations.  •   Standardized Hosti...
Marketing – Lessons LearnedTarget your Marketing Efforts – the “Cloud” is too big•   E-mail Marketing, eNewsletter, etc…  ...
Marketing – Lessons LearnedYou do NOT have to do all the work!• Marketing, Search Engine Optimization,  eNewsletters, Dire...
Sales•   Align your sales force to the new realities of Cloud sales    models    •   Many end-users are confused about wha...
Sales – Lessons Learned          •   An Educated Sales Force is an              Empowered Sales Force          •   Suggest...
Sales – Lessons Learned•   Be upfront about what is covered by your    contracts and what may be billable or    “out-of-sc...
OperationsThere are five potential Revenue Streams1. Consulting: assessing client business needs and   suggesting solution...
OperationsThere are five potential Revenue Streams4. Implementation: transferring, deploying and  customizing the customer...
Operations – Lessons LearnedDO NOT GIVE AWAY FREE CONSULTING• Most phases of designing and  implementing Cloud Services ca...
Operations – Lessons LearnedYou do NOT have to do all the work!         • Many Cloud Solutions Include Some           Supp...
Operations – Lessons LearnedEnsure your Standard Operating Procedures areUpdated!       • Many Cloud Services Currently   ...
Questions?Terry Hedden, CEO Infinity Technology Solutions        infinityIT.comthedden@infinityIT.com
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Kaseya Connect 2012 - Secrets To Integrating Cloud Solutions Into Your Business

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Cloud…a word that brings excitement and fear to many MSPs. Will it make your business obsolete or a profit powerhouse? The difference will be how you create and execute on your cloud practice! One of the most successful MSPs will provide tips and secrets to creating and integrating cloud solutions into your business.
Presented by: Terry Hedden, CEO, Infinity Technology Solutions

Published in: Technology, Business
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Kaseya Connect 2012 - Secrets To Integrating Cloud Solutions Into Your Business

  1. 1. Secrets to Integrating Cloud Solutions into Your Business Terry Hedden CEO of Infinity Technology Solutions May 2, 2012
  2. 2. Agenda • What does Cloud Computing mean to you as an MSP/VAR? • 4 Steps to Building a Successful Cloud Computing Business • Decide on a Cloud Computing Model • Develop a Cloud Marketing Strategy • Retool your Sales Team • Find Revenue Streams Throughout your Operational Environment
  3. 3. So what does Cloud mean to you as aSolution Provider?• Getting on the Wave isn‟t Optional…• The MOMENTUM around Cloud computing IS SIGNIFICANT as customers look to: • Decrease costs, leverage OPEX vs CAPEX, Improve Agility and and “Go Live” Faster • The opportunity is significant…for you or your competitors.• The business model is DIFFERENT and can very positively impact your business• But, there is ACTION required…
  4. 4. Four Steps to Building a SuccessfulCloud Computing Business• Decide on a Cloud Computing Model• Develop pre-packaged service offerings that can speed the Sales Cycle and Implementations (Marketing)• Align your sales force to the new realities of Cloud sales models (Sales)• Update Policies, Procedures and Controls to Ensure Smooth Delivery (Services Delivery)• Identify ALL of the potential Revenue Streams within your Operations Department (Services Delivery)
  5. 5. Decide on a Cloud Computing Model Cloud Choices Public Cloud On-demand resources, Hybrid Cloud Private Cloud scalability Shared environment Exclusive environmentPublic + Private cloud Limited on-demand capabilities On-Premise Private Cloud Externally Hosted Private Cloud Requires Initial Capital Investment Exclusive, but hosted by a third party Cloud setup within Org’s data center Limited on-demand scaling Control on security and audit Expensive than public cloud Based on basic virtualization Cheaper than on-premise private cloud Limited on-demand scaling Possibility of co-location
  6. 6. Decide on a Cloud Computing ModelBuild or Buy? – Unless you have the Capital and Expertiseto Build, Find Partners!• Cloud computing, like managed services, offers a recurring revenue stream for solution providers.• VARs and MSPs typically receive a share of service payments at predetermined intervals.• The channel plays a vital overall role in cloud computing, with the ability to integrate multiple technologies and leverage a variety of service models.• Just because your team says they can build, doesn‟t necessarily mean you should.
  7. 7. Decide on a Cloud Computing ModelCreate a Cloud Ecosystem• Ecosystem should include ALL aspects of the Cloud, Not Just Where you have invested…because it is NOT one size fits all! • Hosted Exchange • Hosted SharePoint • Hosted Applications • Hosted Desktops, Servers, Etc • Hosted Security (AntiVirus/AntiSpam)• Remember Build or Buy, when it makes sense, leverage an existing Cloud Ecosystem. Most MSP/VARs lack resources to vet solutions, assess financial viability and negotiate contracts and manage multiple vendors. Negotiating Power…• Ingram Micro has an established ecosystem, Tech Data is in the process of developing theirs…could be even better.
  8. 8. MarketingDevelop pre-packaged service offerings that can speed theSales Cycle and Implementations. • Standardized Hosting Plans • Exchange • SharePoint • Virtual Servers & Desktops • Cloud Services • Offsite Backups • Applications Key is to offer a complete portfolio that enables you to be „the answer‟ to any question…before they go to your competition
  9. 9. Marketing – Lessons LearnedTarget your Marketing Efforts – the “Cloud” is too big• E-mail Marketing, eNewsletter, etc… should focus on specific Cloud Services• Lunch and Learns should have targeted invitees and a specific vendor or solution.• Webinars, Live or Recorded, should be short and focused• Marketing Funds From Vendors Expand Reach• Market thru Educating Service Team is Key
  10. 10. Marketing – Lessons LearnedYou do NOT have to do all the work!• Marketing, Search Engine Optimization, eNewsletters, Direct Mail, etc… can be outsourced • Robin Robins and Gary Pica are both good options • FUBU - Infinity‟s MSP Growth Machine offers of a collection of Marketing, Sales, and Operations Best Practices from a leading MSP. They do marketing for you.
  11. 11. Sales• Align your sales force to the new realities of Cloud sales models • Many end-users are confused about what the “Cloud” means • Develop a consistent message on the features and benefits of the Cloud • Don‟t be afraid of FUD: Fear, Uncertainty, and Doubt• Your sales and service force needs to be educated and able to talk with authority about the Cloud. • Knowledge=Confidence=Sales• Profitable businesses start with clear and concise contracts
  12. 12. Sales – Lessons Learned • An Educated Sales Force is an Empowered Sales Force • Suggesting that a client “Move to the Cloud” is like suggesting they “get some computers”. Start with a consulting engagement, bill up front or part of implementation. • Like your Marketing efforts, target specific solutions • Ensure you offer a complete solution, not just the one you have invested in.
  13. 13. Sales – Lessons Learned• Be upfront about what is covered by your contracts and what may be billable or “out-of-scope”• Nobody likes surprise invoices• Use systematic enforcement of your contracts with applications such as AutoTask or ConnectWise to ensure you bill for the work your engineers do
  14. 14. OperationsThere are five potential Revenue Streams1. Consulting: assessing client business needs and suggesting solution options. This is your most valuable service…get paid for it!2. Plan and design: outlining the proper technology systems and implementing strategy3. Delivery: preparing the cloud offering for distribution
  15. 15. OperationsThere are five potential Revenue Streams4. Implementation: transferring, deploying and customizing the customer‟s data.5. Operation/management: monitoring and maintaining performance of all systems. An ongoing process should require an ongoing fee!
  16. 16. Operations – Lessons LearnedDO NOT GIVE AWAY FREE CONSULTING• Most phases of designing and implementing Cloud Services can be Consulting opportunities• You do not need to provide the entire solution, but you CAN be in control • When you are not an expert, bring in Partners • There is a Value-Added opportunity for being an “Aggregator”. In fact, your are more valuable as an aggregator because you are more objective and focus on what is best for the client!
  17. 17. Operations – Lessons LearnedYou do NOT have to do all the work! • Many Cloud Solutions Include Some Support Done by Your Team for Non-Cloud Clients, thus Reducing Costs. • After-hours support, monitoring, and basic remediation can be outsourced. Cloud Services…. • Kaseya IT Services (KITS) is a great option for providing high quality monitoring and basic remediation at an affordable price point. If you can bill their time, may be very profitable.
  18. 18. Operations – Lessons LearnedEnsure your Standard Operating Procedures areUpdated! • Many Cloud Services Currently Bypass Kaseya and Other Tools. • Service team needs to have logins, processes, checklists and vendor contact information to implement and support. • Strongly recommend training on sales & implementation before sales. Reducing costs is easy to sell!
  19. 19. Questions?Terry Hedden, CEO Infinity Technology Solutions infinityIT.comthedden@infinityIT.com

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