The MSPexcellence Cloud Solutions Provider (CSP) Program is a comprehensive business-building resource for companies that wish to transform their business from a reseller or MSP model to a cloud solutions provider model. The program combines a number of planning and modeling tools with ready-to-use marketing and sales materials and proven strategies for creating, launching and managing the growth of a recurring revenue business based on cloud solutions.   

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The CSP Program follows the lifecycle of a constantly growing and evolving services business that begins with a stage devoted to Go-To-Market planning, followed by a stage where Service Pricing is formalized, leading to a stage for managing an effective Sales Process and concluding with a Performance Management stage. The CSP Program provides a blueprint to follow during each of these stages. It also provides a forum for discussing strategies and applying best practices to the use of the business building tools provided by the blueprints. The forum is called a “Virtual Peer Group” or VPG. 

Go To Market

The Go-To-Market Blueprint is the starting point of the CSP Program. It is the foundation for using all of the other blueprints. In the Go-To-Market Blueprint you will find tools for quickly and effortlessly performing your own SWOT analysis for your CSP business, formalizing your value proposition and target customer profile, identifying the key elements of your service portfolio and modeling your 1, 2 and 3-year revenue, margin and customer acquisition targets.

Service Pricing

Once you have established your Go-To-Market foundation, you are ready for the critical process of pricing and packaging your cloud services into solution suites. A solution suite is a collection of complementary cloud services that form an IT solution that matches the needs of your target customer set. The Service Pricing Blueprint provides you with a complete set of tools to create service description for each service in your portfolio and set prices for one-time charges, monthly recurring fees or annual service fees. You will be able to model the gross margin for each service based on your cost of service assumptions and blend them together into a typical customer configuration to see the revenue and profitability for a typical deal.

Sales Process

Do you have an efficient sales process? The Sales Process Blueprint provides a time-tested solutions-oriented sales process from initial lead creation to closing a new customer order. The Sales Process Blueprint serves as a sales guide for training new sales reps and as a resource for existing reps to use to accelerate the sales process. It contains a number of sales tools to ensure that all reps are communicating the same business value messages and simplifies the process of qualifying leads, delivering effective sales presentations, preparing quotations and performing an ROI analysis for your proposed solutions. 

Performance Management

The forth blueprint is a management tool to monitor and manage the performance of your business by tracking the 15 essential metrics for managing your lead funnel and sales pipeline while tracking your customer acquisition rate, revenue growth and profitability.  It does all of this with an easy-to-use pipeline management template that automatically tracks your results and compares them with your monthly targets. Variances of your plan versus actual performance is presented as a management dashboard and a series of executive reports that help you manage your business efficiently by focusing on the most important areas for improvement.

Virtual Peer Group

The Virtual Peer Group (VPG), is a regular online gathering of CSP communities that are organized into discussion tracks based on geographic location, business profile and areas of interest. Every effort is made to minimize competitive overlap and foster peer-to-peer conversations about business and technology strategies that are working for members of the community. Each VPG session is limited in size to facilitate a lively and interactive discussion among the members. The sessions are facilitated by MSPexcellence and will periodically include guest speakers from vendors to present technologies and services that may be of interest to the CSP.