ITEXPO West 2014 panel on how VARs can become a CSP (cloud services provider)

2. Great Migration: Becoming a
Cloud Service Provider
ITEXPO Vegas 2014

3. PANEL:
• Tim Cook, BlueOSS
• Annette Miller, IBM
• Jesse Proudman, Blue Box
• Adam Radly, Imerjn
• Moderator: Peter Radizeski, RAD-INFO, Inc.

4. How many Service Providers
– VAR, MSP, Inter-Connect –
in the audience today?

5. Is Cloud a threat or
opportunity
for VARs/MSPs?

6. Do you think you need to
migrate to Cloud Services now?
Why?

7. What type of customers should
VAR's try to convert into cloud
customers?

8. Steps to Migrate to a Cloud Business
• Define your service catalog and bundles
• Create price plans with revenue assurance
• Automate reading of usage reports for
automated billing and tax calculation.
• Continue to refine workflows and automate
workflows as you scale.
• Manage Cash flow

9. Obstacles to going cloud:
• In-house skill set
• Sales team
• Billing (BSS)
• CAPEX
• Segmenting legacy business operations from cloud
business operations
• Knowledge of over-subscription models
• Managing cost and margin assurance
• Potentially complex provisioning workflow processes

10. Margin/Business Model
• CAPEX vs. MRC business model for cash flow
• Understanding Agent vs. Wholesale (and
associated margins)
• Should VAR's partner with third party vendors?

11. Other Considerations
• Software stack
• Support burden
• Level of Customers
• Marketing

12. Positioning
• AWS vs. Azure vs. Salesforce vs. Office365

13. PANEL:
• Tim Cook, BlueOSS
• Annette Miller, IBM
• Jesse Proudman, Blue Box
• Adam Radly, Imerjn
• Moderator: Peter Radizeski, RAD-INFO, Inc.