Cloud Ready: How cFocus Software leveraged their Microsoft partnership to enact a successful cloud transformation

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cFocus Software

Founder and CEO Jasson Walker Jr. started his company, cFocus Software, over 10 years ago, in 2006. Based in Largo, Maryland near Washington D.C., cFocus Software has carved out a successful niche providing IT services for government agencies—primarily defense agencies with a slight mix of civilian agencies as well.

cFocus Software has always been focused almost exclusively on Microsoft services, with much of their work focused on SharePoint deployments, .NET development, and support for Windows Server and SQL Server.

Until now, cFocus Software primarily worked with on-premises deployments. Given the data security concerns inherent to working with government agencies, particularly those concerned with national defense, cFocus Software’s customers have only recently become interested in cloud services.

As demand among his customers increased, however, Walker knew that he needed to pivot his organization’s competencies in order to meet his customers’ demand.

“Around 3 years ago, we noticed our customers asking more and more about cloud services. At the time, these services were already popular in the commercial space, but until that time they had been less prominent among customers working in the federal government.” – Jasson Walker Jr., Founder and CEO, cFocus Software

Committed to evolving with his customers, Walker knew he had to make a change.

Getting Started with Azure—the Cloud Ready workshop

Walker read the signs in the market and knew that he needed to adapt his organization to succeed in a cloud-first world. What he didn’t know was how to start.

“Last year, I decided to pivot the company into a cloud-based company. When I first made the decision, I didn’t know where to begin. We had been doing network and software support for years and by comparison the cloud was brand new, but we knew that at this point if you are not looking in that direction you are going to be out of business in a few years, if not sooner.” – Jasson Walker Jr., Founder and CEO, cFocus Software

Having made the decision, Walker looked to Microsoft for help. As a Microsoft partner, cFocus Software received a number of emails and invitations to various workshops and events throughout the year. Crawling through his inbox, Walker came upon an opportunity that fit his need: the Microsoft Cloud Ready program. The workshop in Irvine, California, offered Jasson the opportunity to jump-start his cloud transformation. He left with a comprehensive plan in hand to transform to an Azure-focused, cloud-first organization in 100 days.

“When I saw the email advertising the Cloud Ready workshop I jumped at the opportunity. I booked a room and flew myself out from Maryland to Irvine to attend. People were actually shocked at first that I flew all the way out from Maryland. I came out of the workshop with a business plan outlining the steps I needed to take to transform my business into a cloud business.” – Jasson Walker Jr., Founder and CEO, cFocus Software

Beyond providing Jasson a plan he could follow to transform cFocus Software, the workshop also offered Jasson insight into Microsoft’s priorities–and ultimately convinced him that, of all the cloud technologies he could build a business around, Azure was the choice for cFocus Software.

Getting certified on Azure

Knowing that he wanted to focus on Azure, Jasson began learning everything he could about the technology. Having worked as a developer for eight years, his first instinct was to learn the technology personally before rolling it out as a core component of his business. Recognizing that Microsoft provided plenty of free Azure materials and tutorials, he started there, learning everything he could to begin the process of prepping for the certification exams.

“I looked into the Azure certification exams—identifying three in particular that I wanted to complete. Looking into potential bootcamps to prepare for the exams, I identified a Microsoft training partner with a bootcamp for the MCSA and MCSE Cloud Platform certifications.” – Jasson Walker Jr., Founder and CEO, cFocus Software

Leveraging that bootcamp, in addition to free materials provided by Microsoft along with some self-study, Jasson passed two of the exams in one week and knocked out the third exam by the end of the month.

“I had a good foundation with the underlying technology and networking building blocks that comprise Azure. I just needed to learn the Azure components and how those components could be combined to create solutions—it was just a matter of learning the Azure way.” – Jasson Walker Jr., Founder and CEO, cFocus Software

While Jasson prepped for his certifications, he worked in parallel to prepare cFocus Software for its cloud transformation, working through the business plan he had outlined during the Cloud Ready workshop. He completely reconstructed his website (https://cfocussoftware.com/) and developed go-to-market strategies for the new services, technologies, and solutions his new Azure focus afforded his business.

Transformation

Jasson learned about the Cloud Ready workshop in September 2016. Fast forward a few months later and he is well on the way to transforming his business, with three cloud customers onboard already alongside a robust pipeline. Asked how he was able to affect such a rapid transformation, Jasson was bullish regarding the value he realized in leveraging his Microsoft partnership.

“Microsoft just gives you so many materials to make these cloud transformations possible—it would have taken exponentially longer to figure this stuff out on my own. There is just so much information available—go-to-market plans, playbooks, profitability materials—it can actually be a bit overwhelming at times.

"My advice is to focus on one technology at a time. I keep a regular cadence now where I get Microsoft’s emails and promotions and review them regularly, singling out any materials that apply to the technologies or solutions I am interested in. I have seen tremendous success over the last few months. If you are looking at transforming your business to transact in the cloud, start with the Cloud Ready workshop and use that as your foundation. From there, decide what technology to focus on and stick with it and just try to eat the elephant one bite at a time. There is a lot to do, but Microsoft gives you a ton of great information to help get you started.” – Jasson Walker Jr., Founder and CEO, cFocus Software