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Primary Investments

Network Operations Center             Training (Technical/Sales)                 Leadership

• Several solution providers have     • Teach the sales team about selling       • Assign a knowledgeable leader who
  stated that adding a basic NOC and
  managed services allowed them to      to business owners, Opex vs.               can help the organization drive real
  be more easily prepared for XaaS
  Solutions                             CapEx, and benefits of cloud               change
                                      • Customers are looking for advice, so     • Many solution providers created a

                                        traditional technical “just in time” is    separate organization to initially

                                        often inadequate. Investment is            drive focus

                                        required in advance of opportunities

Marketing                             Intellectual Property                      Professional Services

• Education, thought leadership,      • Solution Providers have realized that    • Invest in building a deep
  website updates and social media      recurring revenue provides greater         professional services practice that
  improvements were the most            value for the organization and are         will enable the sale of cloud
  common marketing investments          starting to make investments in            solutions with pre-sale services
                                        acquisition, packaged services,
                                        application development and
                                        implementing vertical extensions
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