Step 8: Execute Your Cloud Plans
Solution providers need to review their plan, design, delivery, implementation, operation, and management on a continual basis with the primary goal being customer retention, Sobel said.
The revenue per deal in the cloud is on the average only half the revenue from a traditional solution, but if done well the solution provider gets recurring revenue over time, he said.
"This is not stealing customers from existing business models," he said. "It's creating new customers, or augmenting exiting environments with cloud services."