Adding Value to your MSP with Cloud Services

1. Adding Value to your MSP with Cloud Services

2. 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

3. Agenda • Define the Cloud from a MSP/VAR perspective • The need to deliver Cloud & MSP services in parallel • Build own platform or partner with a Cloud Aggregator • End to End Solution • Leverage leading edge technology • Get Certified to deliver Cloud services • Eat your own dog food • Get Educated & Educate • Know your numbers • Branding • Tools: • ROI Calculator • Cloud Proposal • End User Cloud Agreements • Shout out • Pilot program to encourage early adoption • Pitfalls to avoid • Q&A

4. 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

5. 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.

6. Cloud infrastructure Technology • Neutral Carrier Entry and Fastest Network Route Solutions-FCP5200 • Multiple Carriers-Level 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

7. MSP & Cloud – Offer Both For Foreseeable Future

8. Build own Platform or Partner with Cloud Aggregator?

9. 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

10. Use Industry- Leading Technology to Deliver Cloud

11. Get Accredited: Cloud Industry Forum

12. 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?

13. 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

14. Get Educated & Educate

15. 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..

16. Create Tools: ROI (Cash Movement)

17. Create Tools: ROI (Operational Costs)

18. Create Tools: Cloud Proposal

19. Create Tools: End User Cloud Agreements

20. 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

21. 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.

22. Pitfalls To Avoid • Either Build or Partner - Implement Independent 3rdParty Redundancy • If Partnering, Ensure There Are NFR Options Available To You • If Partnering, Must Control/Manage Virtual Servers - To Protect 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

23. Contact: Add value to your MSP with Cloud Services Paul Byrne paul.byrne@channelcloud.co.uk Seth Oxhandler soxhandler@coolcatinc.com

24. MSP Business Management • Real-world tips and resources • Videos, webinar recordings,whitepapers, e-books, and more • Blog articles discussing thelatest topics and techniques Helping you to: • Grow your IT support company • Run your company more profitably • Deliver fast IT support and increase uptime • Minimize threats to your business www.mspbusinessmanagement.com

25. Q&A

26. Thank you

27. 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/