3. Don't Let Acquisition Costs Get The Better Of You
If you're buying your way into the cloud, the cost of acquisition should be no more than 12 months' worth of margin for that particular company, assuming a contract of at least three years. That's according to MSPexcellence, an Andover, Mass.-based consultancy that specializes in business model transformation. Founders Todd Hussey and Dave Zwicker recommend that partners begin the conversion by assessing their strengths/weaknesses, next developing an objective, and then developing a road map that takes them from Point A to Point B. In addition, ideal customers need to be identified, and portfolios need to be developed, marketed and sold.