What are your customers' opinions of managed services and cloud-based services? Assess their desire and their willingness to move in this direction, as opposed to maintaining systems on their premises. Pay close attention to who within the organization is in favor of the move and who within the organization is not. You may find that some customers will begin this discussion adamantly opposed to a managed services model, but then become more open to the idea after gaining a better understanding of the business case. This can occur within a single discussion or sometimes over the course of several months. But understanding your customers' willingness is your own first step for developing a strategy.