Successfully develop a business based on managed services in the cloud
The advent of the cloud requires a profoundly different approach to IT management. MSP and CSP are two business models that can continue to coexist in the same provider, often in a hybrid context between on-premises and full-cloud.
Distributed by CoreTech · CSP guide for Partners and MSPs
Helping customers migrate to cloud environments makes it possible to add high margins and recurring income. A paradigm shift in IT management is needed — as in the DevOps approach — and the ability to navigate a broad and complex provider offering.
Consulting and support for the cloud environment: the minimum level to accompany the customer into the cloud.
Complete set: assessment, migrations, operations, monitoring, costs, support and security.
MSP and CSP can coexist in the same provider: often the right solution is hybrid, between on-premises and full-cloud. The cloud becomes the foundation for IaaS, PaaS and SaaS on a single platform.
Differentiate the offering and stand out with creativity.
Modernize and digitize the sales ecosystem.
Optimize operations with automation and auditing.
Build a lasting and profitable relationship with the customer.
The steps to develop a business based on managed services in the cloud:
Understand the market context and prepare for success.
Develop an effective roadmap to move the business forward.
Record progress to understand what works best.
Position offerings with price lists suited to the market.
Access function-based services: backup, monitoring, DR and more.
Find resources to develop or migrate applications to offer to customers.
Grow on the markup from selling the provider's cloud resources.
Public cloud growth is driven mainly by SaaS: providers who know how to mix cloud skills and business results are the ones leading the next phase.
Cloud applications in the company open the way to recurring revenue and higher margins.
Customers do not only migrate workloads: they invest in the cloud for new functionality.
The winner is whoever combines cloud skills with a clear focus on customer results.
After migration, control passes to the provider: patches, updates, backup, monitoring and licenses. Here are the areas to cover — in summary.
In-depth evaluation of the current environment and migration strategy: assessment, planning, economic and time estimates. Add value by suggesting cloud benefits the customer can capture.
Goal: migrate while minimizing downtime of data, applications and user experience. Clarify what you migrate, whether in a single block or in steps, which scalability and security guarantees, how much to automate, how to test and how to manage licensing.
Four macro-areas that the customer takes for granted:
System health, consultable logs (also by the customer), databases and applications. Event automation can generate tickets and maintenance, with more efficiency than manual control.
Make it clear what the customer spends and why. Spend analysis and forecasts based on needs over time increase trust and control.
Size the offering without underestimating or overestimating:
Ad-hoc cloud services: ID management, email and web security, intrusion detection, encryption, firewall/network security and threat analytics — a concrete opportunity where the customer has no autonomy.
