3. Review Your Capabilities
Once you have completed your assessment of customer readiness, look to your own company's capabilities and differentiators. Develop cloud and managed services alternatives for as many of your offerings as possible. It's best for customers to see that your service line includes everything for which you are familiar to them. Develop the capability to function as an evangelist for managed services and cloud-based services. Familiarize yourself with the business case, and understand where it is best deployed, and where on-premise remains the legitimate choice for customers.