Step 3: Develop A Strong Message Around The Bundle

Once the bundle has been put together, Lippie said the next step is to build a strong message around it. That could include branding, marketing and other measures to make sure customers understand how it will help their business. 

Step 4: Bring Bundle To All Prospect Clients

Once the bundle is built, Lippie said that solution providers should make it their top priority to bring the bundle to all prospects it would fit. As part of his new consulting business, Lippie said he has developed a tool called Cloud Clarity to identify organizations that are the right fit for the cloud. The tool is free and asks questions such as if a prospect has older server equipment, or if they have at least on line business application or if they want to implement a BYOD strategy.

Step 5: Identify Existing Client Opportunities

The final step is helping existing clients make the move to the cloud, Lippie said. Existing clients take more of a "forklift" approach than prospect clients, he said, where they often jump in all or nothing into the cloud.