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Adding Value to your MSP with Cloud Services
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Presentation Outline
» Paul Byrne
ChannelCloud UK/Ireland & On Line Computing/London Cloud
» Seth Oxhandler
CEO, CoolCat, Inc.
» David Hay
GFI MAX
» Scott Calonico
GFI MAX
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Agenda
1. Define the Cloud from a MSP/VAR perspective
2. The need to deliver Cloud & MSP services in parallel
3. Build own platform or partner with a Cloud Aggregator
4. End to End Solution
5. Leverage leading edge technology
6. Get Certified to deliver Cloud services
7. Eat your own dog food
8. Get Educated & Educate
9. Know your numbers
10. Branding
11. Tools:
1. ROI Calculator
2. Cloud Proposal
3. End User Cloud Agreements
12. Shout out
13. Pilot program to encourage early adoption
14. Pitfalls to avoid
15. Q&A
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First, What Do We Mean By Cloud?
From the perspective of an MSP/VAR Cloud should mean;
Taking all the client’s technology from behind their firewall and presenting it back to
them via a Hosted Desktop, to include;
•
•
•
•
•
•
Virtual Servers (File, SQL etc.) From Secure Environments
Exchange Email, Email Security, Email Continuity & Email Archiving
Blackberry & Active Sync
SharePoint
MS Applications – Per User/Month
Hosting of LOB Applications – CRM, ERP
• Presence, IM, PBX e.g. MS Lync
•
•
•
•
•
•
Off Site Backup & DR options
Managed Firewall
Managed AD
VLAN
Web Hosting
Delegated Management To End Users
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Where is the cloud?
» Cloud services come from secure facilities who infrastructure surpasses what's on your clients
site. Cloud services keep your data safe from loss and interruption.
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Cloud infrastructure Technology
Neutral Carrier Entry
and Fastest Network
Route SolutionsFCP5200
Multiple CarriersLevel 3/TW/AT&T
Redundant Power
Raised floor
N+1 Generator
1250 KVA/ 15,000
Gallons of Diesel
24/7/365 Tier
1/Tier 2 Support
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MSP & Cloud – Offer Both For Foreseeable Future
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Build own Platform or Partner with Cloud Aggregator?
Build
Partner
Pros
Cons
Pros
Cons
Full Control
Full Responsibility
Partial Responsibility
Less Control
More Margin - At Break
Even Point
Large Capital Investment
No Capital Investment
Less Margin vs. Build Your
Own
Increase Tech Productivity
by 200-300%
Resource Hungry To
Implement & Support
Increase Tech Productivity
by 200-300%
Regarded As Expert
12 – 18 Months to Go Live
White Label As Your Own
Is Your Client Base Large
Enough To Justify
Investment
1 – 3 Months To Go Live
Regarded As Expert
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Build or Partner – End to End Solution a Must
» Whichever You Decide Upon – Platform Must Support Complete
Solution:
•
•
•
•
•
•
•
•
•
•
•
•
•
Virtual Servers (File, SQL etc.) From Secure Environments
Exchange Email, Email Security, Email Continuity & Email Archiving
Blackberry & Active Sync
SharePoint
MS Applications – Per User/Month
Hosting of LOB Applications – CRM, ERP
Presence, IM, PBX e.g. MS Lync
Off Site Backup & DR options
Managed Firewall
Managed AD
VLAN
Web Hosting
Delegated Management To End Users
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Use Industry- Leading Technology to Deliver Cloud
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Get Accredited: Cloud Industry Forum
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Eat Your Own Dog Food
» If Serious About Cloud – Then Live It…
» Why Would Anyone By It From You, If You’re Not Prepared To Use It
Yourself?
» How Can Sales Staff Sell What They Don’t Know/Trust?
» How Can Tech Staff Support What They Don’t Know?
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Get Educated & Educate
» Cloud Is A New Era
» While The Technology May Not Be New – The Way IT Is Purchased
And Consumed Is
» Think Bigger Picture - Business Outcomes Not IT
» Not About What Technology Does – But What It Allows
» Financial Statements: Balance Sheets & P&L’s
» Know Your Customer’s Financial Health
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Get Educated & Educate
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Create New Brand – Support With New Website
» Differentiate From Existing IT Services Offering
» Existing Clients Will Know Your Background In Legacy IT Services –
New Customers Will Not
» Include “Cloud” In Domain Name And Be Found..
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Create Tools: ROI (Cash Movement)
Cash Requirement
On Site
Cloud
Retained Cash
Year 1 cash
Year 4 - 5 cash
45,500
54,200
14,520
5,950
30,980
48,250
Total cash needed within next 4 - 5 years
99,700
20,470
79,230
60,000
50,000
40,000
Onsite
30,000
Cloud
20,000
10,000
0
Year 1
Year 4-5
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Create Tools: ROI (Operational Costs)
Annual Costs Including True up and Business Benefits
On Site
Cloud
Saving
Year 1
85,246
52,218
33,028
Years 1 - 4
348,788
175,846
172,943
Years 1 - 6
539,826
257,276
282,550
100,000
90,000
80,000
70,000
60,000
Onsite
50,000
Cloud
40,000
30,000
20,000
10,000
0
Year 1
Year 2
Year 3
Year 4
Year 5
Year 6
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Create Tools: Cloud Proposal
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Create Tools: End User Cloud Agreements
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Shout Out From The Roof Tops
» Go After New Clients – Cloud Allows You To Serve Larger Clients
» Update Your Prospect Database - C Level Contacts
» Cloud Workshops
» Cloud Mailers
» Speak At Local Networking Groups
» You Need To Be Seen As A Cloud Expert
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Pilot Program To Encourage Early Adoption
» State Benefits of Your Cloud Offering
□ Capex vs. Opex
□ Utility Pricing etc.
» State Benefits of Being a Part of the Pilot Program
□ Discount On Boarding Fee
□ Extended Support Hours etc.
» State Your Expectations of Member Clients
□ Accept there maybe teething issues
□ Agree to a video testimonial etc.
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Pitfalls To Avoid
» Either Build or Partner - Implement Independent 3rd Party Redundancy
» If Partnering, Ensure There Are NFR Options Available To You
» If Partnering, Must Control/Manage Virtual Servers - To Protect
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»
»
»
Existing Support Revenue Stream
Ensure Existing RMM Tools Are Compatible And That Chosen Partner
Allows Them
Always Offer Both On-Premise & Cloud Options – Work With Client To
Decide Which Is Most Suited
Avoid Non-Decision Makers
Do Not Sell or Compete Against Office 365
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Add value to your MSP with Cloud Services
Contact:
Paul Byrne
paul.byrne@channelcloud.co.uk
Seth Oxhandler
soxhandler@coolcatinc.com
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MSP Business Management
» Real-world tips and resources
» Videos, webinar recordings,
whitepapers, e-books, and more
» Blog articles discussing the
latest topics and techniques
Helping you to:
» Grow your IT support company
» Run your company more profitably
www.mspbusinessmanagement.com
» Deliver fast IT support and increase uptime
» Minimize threats to your business
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Q&A
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THANK YOU
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Customer Conferences 2012
USA - New Orleans, Hilton Riverside
26-27 September 2012
Australia - GoldCoast, Sofitel
2-3 October 2012
Europe - London, Twickenham Stadium & Marriot Hotel
11-12 October 2012
For more information please visit the website:
http://conferences.gfimax.com/