Making Money in the Cloud Part II…Is Your MSP Team Ready?

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Cloud technology means many things to many people. Some IT Service Providers still think this is a fad. The truth is most small businesses are using cloud technologies already and many IT Service providers are already growing their cloud service business. Marketing expert Dan Shapero, Founder ClikCloud reveals his secrets to transform your sales and marketing organization to gain momentum. As a bonus he will disclose operations and service delivery techniques to ensure maximum revenue and profits from your cloud service business. In this live 3 part marketing series attendees will:

· Learn how to optimize their marketing mix to reach new cloud buyers.

· Hear how to transition your sales team to be cloud ready

· Gain operational perspective on the impact of cloud to your margins

· How to package and bundle services to maximize revenue

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Making Money in the Cloud Part II…Is Your MSP Team Ready?

  1. 1. MSP Best Practices Making Money in the Cloud | Is Your MSP Team Ready (Part 2 of 3)? November 19, 2013
  2. 2. Agenda • Introductions • Recap of Part 1 – Understanding the market opportunity • How to optimize marketing mix to reach new Cloud buyers • How to transition your sales team to be Cloud-ready • How to understand the operational impact of Cloud – and how it can improve your margins • How to package and bundle Cloud services to maximize revenue and profits • Q&A 2
  3. 3. Stay with us until the end and you may win!
  4. 4. About Kaseya • Founded in 2000 • Over 10,000 customers and a presence in over 20 countries • Award-winning IT systems management software offered as SaaS and on-premise • Serving customers across industries including government, military, retail, healthcare, education, financial, and more • Serving both Managed Service Providers and IT departments • Gartner Magic Quadrant 2013 – Visionary: Client Management Tools • New management team and backing from Insight Venture Partners in 2013 • New acquisitions: – Rover Apps for BYOD – Zyrion Traverse for Cloud & Network Monitoring – 365 Command for Office 365 administration 4 www.kaseya.com
  5. 5. Kaseya: The IT Management Solution for MSPs and Mid-Market Enterprises 5 www.kaseya.com 5
  6. 6. Why MSPs Choose Kaseya Essentials A single Kaseya user can proactively manage 1,000s of automated IT systems and network tasks in the same amount of time required by a team of technicians using other techniques It’s the industry’s only patented single-server-single-agent architecture; MSPs get enterprise-class capability that is easy to use and easy to afford With 60+% of top MSPs worldwide using Kaseya, they get access to the most robust community available And with so many ISVs plugging in to Kaseya via a seamless integration process, they get an easy way to leverage their existing strategic technology partnerships
  7. 7. About ClikCloud • Pay-as-you-go Digital Marketing Firm – Custom Tailored Website – Bi-Monthly Blog Content – Monthly Newsletter – Pay-per-click Ad Management – Hosting & Web Analytics Included • Kaseya Industry Expert since 2012 7
  8. 8. Recap of Part 1 http://goo.gl/785uGb • Making Money in the Cloud & Understanding the Market Opportunity – Market Drivers – Service Opportunities – Cloud Security Concerns – Pitfalls to Avoid 8
  9. 9. Making Money in the Cloud | Is Your MSP Team Ready? 000000_9
  10. 10. Agenda • • • • • Channel Models for Cloud Aligning Sales & Marketing Service & Support Models Operational Metrics Pitfalls to Avoid
  11. 11. Impact of Cloud on Channel Growth IT Channel Firms See Posi ve Revenue Impact from Cloud Offerings Cloud vs. Established Products/ Services Revenue Growth Cloud vs. Established Products/ Services Profit Margins 50% 22% 26% Established Growing at Cloud growing growing faster same rate faster 49% 30% 21% Established higher Roughly the same Cloud higher Source: CompTIA’s 4th Annual Trends in Cloud Compu ng Base: 400 channel firms with cloud offerings
  12. 12. Cloud Business Model Comparison • Migration • Design • Integrate • Broker/Agent • Manage • Support • SaaS Publisher • IaaS Owner • Operator Cloud Designer/ Builder Cloud Reseller Cloud Service Provider
  13. 13. Cloud Business Model Adoption Cloud Business Model Ac vity/Importance Cloud Business Model Involvement among Channel Partners Value of Business Model Ac vi es to Channel Firms Strategic Opportunis c Build 46% 37% Provide/Provision 49% 38% Enable/Integrate 53% 33% Manage/Support 58% 32% 27% Plan to 32% provide Currently provide 48% Build 34% 49% 35% 51% 61% Provide/ Enable/ Manage/ Provision Integrate Support Source: CompTIA’s 4th Annual Trends in Cloud Compu ng Base: 400 U.S. IT channel firms with cloud offerings
  14. 14. Cloud Business Model Adoption m Rank Order in Which Channel Firms Adopted One or More of the Various Cloud Business Models Of firs providing... 1st 2nd 3rd 4th Build 71% 15% 5% 9% Provide/Provision 30% 35% 29% 7% Enable/Integrate 32% 32% 25% 10% Manage Support 29% 34% 17% 20% Among those channel firms providing services in all four cloud areas today, 64% started their cloud prac ce in a Build mode. But while Build is the most common star ng point for cloud adop on, the Manage/Support bucket is the most prevalent among firms today. Source: CompTIA’s 4th Annual Trends in Cloud Compu ng Base: 400 U.S. IT channel firms with cloud offerings
  15. 15. The Cloud Sales & Marketing Team
  16. 16. Cloud Economics Cloud Premise
  17. 17. Sales Approach High-Volume HighTouch Short Sales Cycle Account Management
  18. 18. Marketing Approach Trials Evals Consults Leads • Cloud Readiness Assessment • Compliance Review • White Paper(s) • YouTube Video • Free Trial: – Monitoring – Backup Trial – Virtual Desktop
  19. 19. Digital Marketing Tools are Critical Email Blog Content Social Networks Web
  20. 20. Application Micro Small Medium Large Business productivity 19% 43% 60% 52% Email 23% 48% 52% 48% Web presence 23% 50% 48% 44% Virtual desktop 15% 44% 54% 44% Collaboration 6% 34% 52% 53% Analytics 8% 33% 36% 35% CRM 2% 28% 36% 43% HR management 8% 29% 32% 34% Expense management 8% 22% 28% 41% Help desk 2% 27% 31% 32% Invoicing 4% 23% 25% 21% ERP 4% 15% 24% 28% Payroll 8% 26% 22% 18% Call center 4% 14% 22% 24% Source: CompTIA’s 2nd Annual Trends in Cloud Computing study Base: 373 U.S. businesses (aka end users) currently using cloud solutions
  21. 21. Popular Plays • Virtual Desktop – Upgraded applications on Antiquated Desktops • Business Continuity & Disaster Recovery – Cloud Backup – Failover Services • Application Bundling – Email bundled with eDiscovery & Backup • Compliance – Cloud Monitoring – SLA Compliance
  22. 22. Additional Considerations Industry Vertical Application Focus • Legal • HealthCare • Retail • Manufacturing • Email • Security • Cloud Backup • Monitoring
  23. 23. Service Opportunities
  24. 24. Cloud Service Opportunities Monitor Manage Support Implementation Integration Training
  25. 25. Cloud Service Model Faster Deployments Lower Upfront Investment
  26. 26. Cloud Service Considerations • Pre Packaged Training • Turnkey Integration • Bundled Service Offerings • Remote Support • Recurring Services • Packaging for LOB of Industry Vertical
  27. 27. Cloud Operations
  28. 28. Cloud Operating Model • 2:1 Deals required vs. Premise Solutions • Lead to Sales Conversions • Margins Come in Over Time • Sales Compensation: Transaction vs. Annuity • Lifetime Contract Value vs. Deal • Capitated Margins vs. Billable Hours
  29. 29. Cloud Metrics • Marketing Mix and Lead Flow • Pipeline Analysis • Sales Compensation • Operating Model • Renewal Rates • Forecast & Budget Assumptions
  30. 30. #Don’t
  31. 31. Do’s & Don’t • Do Sell Solutions • Don’t “Sell Cloud” • Update Compensation Plans • Don’t Neglect your Website • Extend your Brand • Update your Message • Bundle Services • Get Help When/Where You Need It 31
  32. 32. Wrap Up Pay-as-you-go Digital Marketing Service • • • • • Custom Tailored Website Syndicated Blog Content Monthly Newsletter Social Media Integration Hosting & Web Analytics Included Attendee Offer: Free 30 Min. Marketing Consultation Email: info@ ClikCloud.com Subject: “Consultation” For More Info visit: ClikCloud.com/Kaseya “As an MSP, it is awesome to have an expert in the field looking at our pay-per-click conversions, SEO and all aspects of this key marketing component." Fernando Eizaguirre Seattle
  33. 33. Next Steps • More on Clikcloud www.clikcloud.com/kaseya • Learn more about Kaseya for MSPs www.kaseya.com/msp • For a free live product demo www.kaseya.com/mspdemo • For a free trial www.kaseya.com/trynow Kaseya Industry Expert Webinars www.kaseya.com/resources/webinars • To speak with us www.kaseya.com/contactme 33 /KaseyaFan /company/kaseya @kaseyacorp community.kaseya.com

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