Transitioning to a cloud-based model is not a one-size-fits-all endeavor. As partners take advantage of the resources provided to them, Peres encourages them to think in terms of speed-to-revenue rather than speed-to-expense. Depending on the size of the company, previous experience with cloud, current business model, etc., partners will be making the switch at different times. "Selling cloud and managed services is a new business model. If you move too quickly to a recurring revenue stream model, you will be greeted with cash-flow challenges. If you move too slow, you're out of the game. It's all about timing," Peres said.