6. Establish Management-Level Buy-In
This may be more of an issue at some companies than at others, but the champion of managed services and cloud services within your organization undoubtedly will need support from the executive suite in order to realize the business model migration. A detailed cost/benefit analysis can be augmented by articulating how industry trends are forcing much of the channel in this direction. Therefore, buy-in may not be difficult to achieve. Nonetheless, the executive team will need to see sufficient data to support the move, as well as an efficient and workable strategy for execution.