The Smart Way To Make The MSP-To-CSP Transition

By Dan Shapero, Director, Global Cloud Marketing, Ingram Micro

Just about every VAR, MSP, or IT solutions provider I’ve talked to who’s not currently selling cloud solutions and services tells me they’d like to start doing so. But although you can sign up for a free cloud service in less than two minutes, becoming a successful cloud service provider (CSP) isn’t so easy. What’s more, selling cloud requires a different skill set than selling traditional hardware or software, and it’s different than selling managed services, too.

As much as I’d like to tell you that you can transition from being a VAR or managed services provider to a CSP in three easy steps, that’s just not the case. The truth is, there are numerous steps, not all of them easy, and each person reading this is at a different phase of that continuum. That said, I do have a few tips and suggestions I can offer based on talking with hundreds of channel partners who have successfully made the move. The following three key principles will help you avoid common pitfalls and guide you across the chasm more quickly...

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