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

1. Secrets to Integrating Cloud
Solutions into Your
Business
Terry Hedden
CEO of Infinity Technology Solutions
May 2, 2012

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. So what does Cloud mean to you as a
Solution 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. Four Steps to Building a Successful
Cloud 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. Decide on a Cloud Computing Model
Cloud Choices
Public Cloud
On-demand resources,
Hybrid
Cloud
Private Cloud scalability
Shared environment
Exclusive environment
Public + 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. Decide on a Cloud Computing Model
Build or Buy? – Unless you have the Capital and Expertise
to 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. Decide on a Cloud Computing Model
Create 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. Marketing
Develop pre-packaged service offerings that can speed the
Sales 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. Marketing – Lessons Learned
Target 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. Marketing – Lessons Learned
You 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. 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. 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. 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. Operations
There are five potential Revenue Streams
1. 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 strategy
3. Delivery: preparing the cloud offering for
distribution

15. Operations
There are five potential Revenue Streams
4. 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. Operations – Lessons Learned
DO 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. Operations – Lessons Learned
You 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. Operations – Lessons Learned
Ensure your Standard Operating Procedures are
Updated! • 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. Questions?
Terry Hedden, CEO
Infinity Technology Solutions
infinityIT.com
thedden@infinityIT.com