That approach, combined with cost savings, means clients are buying into the cloud solution more than ever, Hadley said. He said he tells clients to "stop feeding the beast," referring to Exchange as a major infrastructure cost that "you continuously have to feed."

"I think more and more it's easier for them to buy in, especially when they start doing the math...To me, Office 365 allows you to really pull that out, that big infrastructure cost, the big total cost of service, and it definitely helps you in other areas of your business like compliance and keeping current on Office and it allows you to start using it as a business tool going forward," Hadley said.

Another part of the company's success was driven by bringing on COO Kim Williams last September, Hadley said. Williams had been with Microsoft for more than 17 years and Hadley said she helped spearhead the strategy for Office 365 using her inside knowledge of the software vendor.

As a result, Hadley said that a huge portion of iCorps' clients moved to Office 365, moving from "barely a blip on Microsoft's radar" to the number one producer in the Northeast.

Pushing hard into Office 365 didn't mean a major business overhaul, Hadley said, because the company has been focused on managed services since it was founded. The changes that the company did need to make was educating its consultants, teaching them about the inner workings of the technology and how to have those conversations with clients.

However, while having a focus on managed services made the transition easy, Hadley said that iCorps doesn't package the solution with its managed services offering Encompass. Instead, he said that the company sells Office 365 as a service separate from its managed services offering. He said he sees too many companies bundling them together, an approach he thinks establishes either the client or the MSP as the loser.

"Everyone's into this managed services kick, but really you should only be doing that in the areas that make sense...things that are top of mind, that people have to worry about, that you can take the ease from a client and there's no losers," Hadley said. "I think that model is flawed. You don't create two winners."

He said that iCorps offers a fixed price managed services offering, which includes scheduled proactive visits, help desk and account management but does not include emergency support or projects.

"One of the things I think is great about us, if you don't mind me saying, is we're all about keeping it proactive, keeping you up and running, versus reactive. Our entire model has always been based on that," Hadley said. "That's where we've evolved our support programs...and we continue to evolve it."

Next up, Hadley said iCorps is looking to do more work and more services around Azure, One Drive and Share Point. The company is also looking at Amazon and Intermedia as cloud options for clients, depending on their business need. While he said 60 percent of clients are still on-premise, Hadley said that "everyone's talking about some level of being in the cloud."

"We're seeing significant growth. We expect it and hopefully we'll get above even where we are right now by the end of the year," Hadley said. "We have big plans for next year."