7. Establish Sales-Level Buy In
Most solution providers familiar with the VAR/integrator business model have sales teams that are highly attuned toward building profitability through the sale of products. A move toward managed services and cloud-related services will force these individuals to reassess their tactics for presenting the value proposition and eventually closing the deal. Some may see this shift as a threatening development. Others will acknowledge the industry trend and actively seek to shift their approach to doing business. Build sales strategies that reflect the new model, and execute those strategies either through your existing sales force or through a new sales force dedicated to managed services. Finally, assess your back-end systems to make sure they can handle a business model based on monthly recurring revenue.