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Great Migration: Becoming a
Cloud Service Provider
ITEXPO Vegas 2014
PANEL:
• Tim Cook, BlueOSS
• Annette Miller, IBM
• Jesse Proudman, Blue Box
• Adam Radly, Imerjn
• Moderator: Peter Radizeski, RAD-INFO, Inc.
How many Service Providers
– VAR, MSP, Inter-Connect –
in the audience today?
Is Cloud a threat or
opportunity
for VARs/MSPs?
Do you think you need to
migrate to Cloud Services now?
Why?
What type of customers should
VAR's try to convert into cloud
customers?
Steps to Migrate to a Cloud Business
• Define your service catalog and bundles
• Create price plans with revenue assurance
• Automate reading of usage reports for
automated billing and tax calculation.
• Continue to refine workflows and automate
workflows as you scale.
• Manage Cash flow
Obstacles to going cloud:
• In-house skill set
• Sales team
• Billing (BSS)
• CAPEX
• Segmenting legacy business operations from cloud
business operations
• Knowledge of over-subscription models
• Managing cost and margin assurance
• Potentially complex provisioning workflow processes
Margin/Business Model
• CAPEX vs. MRC business model for cash flow
• Understanding Agent vs. Wholesale (and
associated margins)
• Should VAR's partner with third party vendors?
Other Considerations
• Software stack
• Support burden
• Level of Customers
• Marketing
Positioning
• AWS vs. Azure vs. Salesforce vs. Office365
PANEL:
• Tim Cook, BlueOSS
• Annette Miller, IBM
• Jesse Proudman, Blue Box
• Adam Radly, Imerjn
• Moderator: Peter Radizeski, RAD-INFO, Inc.

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Becoming a Cloud Services Provider

  • 1.
  • 2. Great Migration: Becoming a Cloud Service Provider ITEXPO Vegas 2014
  • 3. PANEL: • Tim Cook, BlueOSS • Annette Miller, IBM • Jesse Proudman, Blue Box • Adam Radly, Imerjn • Moderator: Peter Radizeski, RAD-INFO, Inc.
  • 4. How many Service Providers – VAR, MSP, Inter-Connect – in the audience today?
  • 5. Is Cloud a threat or opportunity for VARs/MSPs?
  • 6. Do you think you need to migrate to Cloud Services now? Why?
  • 7. What type of customers should VAR's try to convert into cloud customers?
  • 8. Steps to Migrate to a Cloud Business • Define your service catalog and bundles • Create price plans with revenue assurance • Automate reading of usage reports for automated billing and tax calculation. • Continue to refine workflows and automate workflows as you scale. • Manage Cash flow
  • 9. Obstacles to going cloud: • In-house skill set • Sales team • Billing (BSS) • CAPEX • Segmenting legacy business operations from cloud business operations • Knowledge of over-subscription models • Managing cost and margin assurance • Potentially complex provisioning workflow processes
  • 10. Margin/Business Model • CAPEX vs. MRC business model for cash flow • Understanding Agent vs. Wholesale (and associated margins) • Should VAR's partner with third party vendors?
  • 11. Other Considerations • Software stack • Support burden • Level of Customers • Marketing
  • 12. Positioning • AWS vs. Azure vs. Salesforce vs. Office365
  • 13. PANEL: • Tim Cook, BlueOSS • Annette Miller, IBM • Jesse Proudman, Blue Box • Adam Radly, Imerjn • Moderator: Peter Radizeski, RAD-INFO, Inc.