Cloud Computing is a top priority for IT this year. Organizations large and small are no longer debating whether cloud makes sense. Instead, they are concerned with where to start and what type of cloud offerings should they adopt — public, private or both. Sound familiar? As an MSP, the fastest and smartest way to get started with Cloud is by offering cloud-based services around what you already know. What core technologies and competencies do you bring to the table for your customers today? That’s where you want to focus your efforts — at least initially.
If you specialize in on-premise telephony, the next, most natural step would be to offer unified communications as a cloud service. If your expertise lies in building on premise infrastructure and security solutions, you might consider offering a cloud-based storage and back-up/recovery solution, as well as an on-demand managed end-point security solution.
Remember – It’s Not All Cloudy
Don’t worry about having a complete cloud solutions portfolio out the gate. Despite the hype, businesses are not going to move everything to the Cloud. Yes, adoption is rising and we do expect Cloud to grow rapidly in 2011, but it won’t be an all or nothing gain.
Market research shows, and Ingram Micro’s sales team confirms, that early adopters are starting with areas of the business that lend to cloud-based services such as IT storage, mobility and communications. Once a comfort-level is realized, they add more services. It’s very similar to the adoption cycle we’re seeing with managed IT services, but with an important difference. Demand for Cloud services are being driven by the consumer, the business and the IT services provider – leaving no room for the ‘wait and see’ approach many took before getting on board with managed services.
Play it Smart, Don’t Get Distracted
As you make your move into the Cloud, start small and grow your cloud offering step-by-step over time. The last thing you want to do is turn your focus away from your existing customers and risk losing the business you have. Adoption of Cloud Computing and managed cloud services should enhance your business, not distract from the core value that you provide to customers day in and day out.
If you have any questions about where to start, our team at Ingram Micro would be happy to assist. Alternatively, you could visit www.ingrammicrocloud.com for more information on the market opportunity and best practices.
As vice president, managed services and cloud computing, Ingram Micro North America, Renée Bergeron leads the Ingram Micro Services Division and has responsibility for the division’s organizational management as well as its strategic direction, sales growth and business development activities. Monthly guest blogs such as this one are part of MSPmentor’s annual platinum sponsorship.
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Renee,
Good post. Your thoughts are very much in-line with a webinar series sponsored by Abiquo, and hosted by MSPAlliance and MSPexcellence, titled “Manage the cloud for success” beginning March 17.
Todd Hussey
Now thats good advice! Especially the recommendation for Solution Providers to take this step by step and start by getting our own business on some cloud services.
MAB
Thanks for the great read. I agree with your key point about starting with what you know. Our partners are successful in part due to the fact that they’re often integrating our cloud-based DR services with solutions they already have in place, such as VMware and StorageCraft. Starting with your core competencies and expanding outward is a great path forward for channel partners.
Renee, I truly hope your readers will heed the excellent advice you offer, and will follow you back to the CloudTalk blog on your http://www.ingrammicrocloud.com site to continue discussing the strategies you encourage them to follow.
With so much concern in the marketplace about how to adapt their MSP and IT solution provider businesses to the changing cloud world, your suggestions and your site offer the information and guidance they need to allay those fears and provide solid direction to continue to grow their businesses.
I see too many VARs trying to be everything to everyone. The successful VARs have been and will continue to be those that focus on developing deep skills and expertise in a given topic, and excel in delivering related services.