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 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

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 , Security, Continuity & 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 Raised floorN+1 Generator 1250 KVA/ 15,000 Gallons of Diesel 24/7/365 Tier 1/Tier 2 Support Redundant Power

7 MSP & Cloud – Offer Both For Foreseeable Future

8 Build own Platform or Partner with Cloud Aggregator? BuildPartner ProsConsProsCons Full ControlFull ResponsibilityPartial ResponsibilityLess Control More Margin - At Break Even Point Large Capital InvestmentNo Capital InvestmentLess Margin vs. Build Your Own Increase Tech Productivity by % Resource Hungry To Implement & Support Increase Tech Productivity by % Regarded As Expert12 – 18 Months to Go LiveWhite Label As Your Own Is Your Client Base Large Enough To Justify Investment 1 – 3 Months To Go Live Regarded As Expert

9 » Whichever You Decide Upon – Platform Must Support Complete Solution: Virtual Servers (File, SQL etc.) From Secure Environments Exchange , Security, Continuity & 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 Build or Partner – End to End Solution a Must

10 Use Industry- Leading Technology to Deliver Cloud

11 Get Accredited: Cloud Industry Forum

12 » 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? Eat Your Own Dog Food

13 » 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 Get Educated & Educate

14 Get Educated & Educate

15 » 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.. Create New Brand – Support With New Website

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 » 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 Shout Out From The Roof Tops

21 » 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. Pilot Program To Encourage Early Adoption

22 » Either Build or Partner - Implement Independent 3 rd Party 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 Pitfalls To Avoid

23 Contact: Paul Byrne Seth Oxhandler Add value to your MSP with Cloud Services

24 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 » Deliver fast IT support and increase uptime » Minimize threats to your business

25

26

27 Customer Conferences 2012 USA - New Orleans, Hilton Riverside September 2012 Australia - GoldCoast, Sofitel 2-3 October 2012 Europe - London, Twickenham Stadium & Marriot Hotel October 2012 For more information please visit the website: