From MAP to Managed Services.
A strategic partnership proposal for OpsGuru + Carbon60 to bridge migration success into managed services revenue and establish a scalable MSP practice.
Prepared for
Jennifer Walsh, VP of Cloud Operations
March 21, 2026
$419K deal to land, $1.2M+ to expand
Bridge your migration practice into recurring managed services revenue with autonomous CloudOps.
How we got here
Your AWS team introduced us after the Carbon60 acquisition closed. They've seen this pattern before — strong migration practices that need an operational backbone to convert project revenue into recurring managed services. This proposal is designed to help you bridge that gap.
You're at a critical moment
What's Working
- Strong migration practice with AWS Advanced Consulting Partner status
- Carbon60 acquisition brings established MSP capabilities and customer base
- Multiple active MAP engagements with enterprise customers
- Technical team experienced in complex cloud migrations
- Growing pipeline of post-migration managed services opportunities
What Needs Work
- Migration completions don't automatically convert to managed services contracts
- Post-migration customers receive documentation and goodbye — no operational continuity
- MAP tagging manual per engagement — estimated 20%+ of eligible credits unclaimed
- Well-Architected Reviews taking weeks, delaying post-migration optimization
- No unified platform to deliver managed services at scale
- Carbon60's MSP tooling doesn't integrate with OpsGuru's migration workflows
- Each post-migration customer requires custom scoping for managed services
We're winning migrations, but the revenue ends when the project does. We need to convert these customers to managed services — that's the whole point of the Carbon60 acquisition.
Your target customers
Mid-market enterprises who just completed AWS migrations and need ongoing operational support — companies that invested in migration but don't want to build internal cloud operations teams. They're warm leads who already trust you.
What happens if nothing changes
Revenue Cliff
Every completed migration is a revenue cliff. Without a managed services bridge, your pipeline resets to zero after each project.
Customer Walk-Away
Post-migration customers are your warmest MSP leads. Every month without a managed services offer, they're evaluating competitors.
MAP Leakage
At 20%+ unclaimed MAP credits per engagement, you're leaving tens of thousands on the table — credits that fund customer value and your margins.
Acquisition ROI Risk
Carbon60's value depends on converting OpsGuru migrations to managed services. Without that bridge, the acquisition thesis breaks down.
Integration Friction
OpsGuru and Carbon60 toolchains don't connect — creating handoff gaps, duplicate effort, and inconsistent customer experience.
Competitive Gap
Partners with integrated migration-to-managed platforms are winning deals faster and keeping customers longer.
What we'll build together
MAP Optimization
- 100% MAP credit capture through automated tagging
- Real-time MAP tracking dashboard across all engagements
- Automated compliance reporting for AWS reviews
Migration-to-Managed Bridge
- Customer operational platform live on day of migration completion
- Standardized managed services transition playbook
- Post-migration WAFR completed in 15 minutes, not weeks
MSP Scale Foundation
- Unified platform for OpsGuru + Carbon60 operations
- Customer-facing dashboards that demonstrate ongoing value
- AI-powered recommendations that drive proactive engagement
How we'll measure it
| Metric | Current State | With MontyCloud |
|---|---|---|
| MAP credit capture | ~80% | 100% — automated |
| MAP tagging time | Hours per engagement | ~30 minutes |
| Post-migration WAFR | 2-3 weeks | 15 minutes |
| Managed services conversion | Ad-hoc, manual | Systematic playbook |
| Customer dashboard availability | Post-contract | Day of migration completion |
| OpsGuru + Carbon60 visibility | Separate tools | Unified platform |
These targets are based on results from similar migration-to-MSP deployments. We'll refine benchmarks together during the discovery phase.
A phased approach from MAP to managed
Capture every MAP dollar immediately
In the first two weeks, we'll eliminate MAP credit leakage and establish visibility:
- All active MAP accounts connected
- Automated resource tagging deployed
- MAP tracking dashboard live
- Credit capture baseline established
- First post-migration WAFR completed
- Team training session completed
Connect & Capture
Connect active MAP accounts, auto-tag resources, establish credit tracking
Bridge & Automate
Deploy customer dashboards, automate WAFR, create transition playbooks
Scale & Optimize
Unify OpsGuru + Carbon60 operations, deploy AI recommendations
Convert & Expand
Launch managed services offerings, QBR and expansion planning
Choose your level
Pricing shown as placeholder. Final pricing to be determined based on account volume and managed services scope.
Professional
For scaling MAP + MSP
Up to 75 accounts · Annual commitment
What's included
- Everything in Starter
- MontyCloud AI included
- Custom no-code workflows
- Customer-facing dashboards
- Advanced compliance reporting
- Priority support + Slack channel
All plans include 90-day onboarding support, unlimited users, and SOC 2 Type 2 certification.
Automated WAFRs
15-minute Well-Architected Reviews
MAP Automation
Automated resource tagging
Multi-tenant Dashboard
Single pane of glass
Advanced Compliance
Full compliance automation
MontyCloud AI
AI-powered CloudOps Assistant
Custom Workflows
No-code automation builder
Customer Dashboards
Customer-facing portals
Dedicated CSM
Named customer success manager
What's not included
Not included (available as add-ons):
- AWS infrastructure costs (you pay AWS directly)
- Third-party tool licenses (Datadog, PagerDuty, etc.)
- Custom integrations beyond standard MCP connectors
- Dedicated engineer time for bespoke development
- On-site training (available as add-on)
- White-label branding customization
Why:
- AWS costs vary by customer workload — keeping them separate ensures transparent billing
- Many MSPs already have monitoring tools — we integrate rather than replace
- Custom development is scoped per project to match your exact requirements
Available add-ons
| Service | Pricing |
|---|---|
| On-site trainingIn-person team enablement, travel included | $5,000 per day |
| White-label brandingCustom branded dashboards and reports | $2,500/mo |
| Custom MCP integrationConnect proprietary systems to MontyCloud AI | Scoped per project |
| Dedicated implementationAccelerated onboarding with dedicated engineer | $15,000 one-time |
| Additional accountsScale beyond plan limits | $75/account/mo |
AWS Partner funding opportunity
As an AWS Built-in Partner, MontyCloud may qualify you for AWS Partner funding programs including MAP credits, MDF, and ISV Accelerate benefits. We can help you identify and apply for relevant programs during onboarding.
Questions about scope? Our Starter plan is a great way to prove value before scaling up.
Professional, Annual
Why Professional?
- Active MAP engagements — you need automated tagging and credit tracking immediately
- Post-migration customers ready for managed services — customer dashboards drive conversion
- MontyCloud AI powers proactive recommendations that justify ongoing engagement
- No-code workflows let your team build managed services offerings without engineering
- Professional is right-sized for your current volume with room to grow into Enterprise
Land now, expand as MSP practice grows
Start with Professional to bridge MAP and managed services. Enterprise becomes the natural upgrade as your MSP practice scales and you need unlimited accounts.
We can adjust scope as needed — Professional gives you everything for the migration-to-managed bridge.
What you get in 90 days
MAP accounts connected, tagging automated, credit tracking live
Customer dashboards deployed, first post-migration WAFR complete
Managed services transition playbook live, AI recommendations flowing
First MSP conversions, QBR + expansion planning
Land deal · Expansion to $1.2M+ as MSP practice scales
Why MontyCloud
MAP automation no one else offers
Innovative Solutions reduced MAP tagging from hours to 30 minutes. That's not a feature competitors have — it's core to our platform because we built it with AWS.
The migration-to-managed bridge
DinoCloud chose MontyCloud to bridge migrations and operations. AHEAD deployed a $1.7M package that spans both. We're the only platform purpose-built for this transition.
AWS credentials that strengthen your partnership
Built-in Competency. Well-Architected Partner. 2024 AMER Top Impact Partner. When you present DAY2 to your AWS team, it strengthens the relationship.
Land & expand economics
Start with Professional for MAP and the MSP bridge. As your managed services practice grows, Enterprise becomes the natural next step with unlimited accounts.
Partners who expanded with MontyCloud
EPI-USE
40% faster WAFR delivery
Scaled from 20 to 200+ customer accounts with automated governance
Nova (formerly ProServ)
60% reduction in manual ops
Consolidated 5 monitoring tools into one unified platform
Innovative Solutions
$2.1M additional services sold
Used cost insights to drive optimization consulting engagements
DinoCloud
AWS MSP certification achieved
Automated compliance and reporting to meet AWS requirements
Timeline to value
Sign & Kick Off
Agreement signed, onboarding scheduled
First 10 Accounts
Priority accounts onboarded
Full Onboarding
All 30+ accounts connected
Playbooks Live
Automation workflows deployed
Team Training
Carbon60 team fully enabled
Business Review
First QBR with expansion plan
Ready to accelerate your managed services?
Start with 10 accounts, prove value fast, then expand across your portfolio.
Srini Kadamati
VP of Partnerships, MontyCloud