MSPexcellence Helps VARs and MSPs Accelerate the Transition to Selling Cloud Solutions

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Cloud business advisory service follows a 3-stage process for building a growth plan, bundling cloud solutions and fueling a high-performance sales engine.

CSPadvisor from MSPexcellence

They know the cloud shift is happening and they understand the need to adapt, but lack the time, and often the expertise, to plan and execute the necessary changes to their business model, service portfolio and sales operation.

MSPexcellence, the business-building consultancy that provides coaching and business optimization services to VARs and MSPs around the world, today announced CSPadvisor, an advisory service that combines sales, marketing and business strategies into a modular and customizable consulting engagement for IT Services Providers (ITSPs) who are transitioning to become Cloud Solutions Providers (CSPs).

“Most VARs and MSPs are extremely time-challenged by the demands of running their day-to-day businesses,” noted Todd Hussey, MSPexcellence Partner and Co-founder. “They know the cloud shift is happening and they understand the need to adapt, but lack the time, and often the expertise, to plan and execute the necessary changes to their business model, service portfolio and sales operation. CSPadvisor does the heavy lifting for them on a pay-as-you-go basis.”

MSPexcellence has identified 3 Critical Success Factors that must be met in order to successfully transition to a CSP business model (also referred to as a Cloud Services Brokerage or CSB). They are (1) Building a cloud business growth plan, (2) Creating high-value solution bundles and (3) Building a high-performance solutions sales engine. These critical success factors map to the three CSPadvisor modules that can be implemented individually or as a collective unit to meet the individual needs of a VAR or MSP client.

CSPadvisor brings sophisticated modeling tools and industry benchmark data to each client engagement. This enables the MSPexcellence team to efficiently manage the process of bundling professional services with best-fit cloud technologies and hosted services to maximize revenue and profitability and to more accurately project the future financial performance of the business.

“Our experience working for venture-backed technology startups in this space means we expect to be held to a very high standard of performance and accuracy,” added Dave Zwicker, MSPexcellence Partner and Co-founder. “That experience provides a unique perspective for connecting the dots between sales, marketing, technology, customer value and business results.”

CSPadvisor services can be used on a short-term basis to create a cloud business financial plan, a cloud solutions pricing schedule or to jumpstart a cloud solutions sales engine. Alternatively, they can be used on an ongoing basis to fill the role of a Virtual Sales Manager and/or Virtual Marketing Manager for about 20% of the cost of a full-time employee.

CSPadvisor is adaptable to the individual needs of a VAR or MSP and allows the client to fund the service at a rate that fits their budget. It uses a cloud business assessment to scope the amount of time and the nature of the services required. A standard process is followed to determine the scope of work, timeline and budget.

1. The ITSP fills out a cloud business assessment to determine their needs
2. The gaps for building a successful and scalable CSP business are identified
3. CSPadvisor provides a scope of work and a time budget to fill the gaps
4. A timeline is developed based on the client’s desired budget allocation
5. Then MSPexcellence brings comprehensive CSP modeling tools, business-building
best practices and sales and marketing know-how to the ITSP’s team

For more information about the 3 Critical Success Factors to Profit from the Cloud, download the eBook published by MSPexcellence. The company also manages a free online resource for CSPs and prospective CSPs called the CSPcommunity. To access a variety of cloud business and technology news and views, visit and follow @CSPcommunity on Twitter.

About MSPexcellence

The founders of MSPexcellence bring more than 50 years of combined business and technology experience including 25 years of making hundreds of MSPs and CSPs successful in geographies around the world. With executive sales, marketing and business experience gained from global technology companies and venture-backed start-ups, the MSPexcellence team has seen a full spectrum of business and technology strategies used by CSPs to build their businesses. The company was founded by Todd Hussey and Dave Zwicker who bring unparalleled industry experience to the MSP and CSP business services landscape in the form of technology messaging and positioning, pricing and packaging strategies, go-to-market planning, content-driven lead generation programs, effective sales staffing and management of the sales process. More information about MSPexcellence is available at or follow @MSPexcellence on Twitter.

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