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Optimize Your Installed Base. Richard Horsfield and Ryan Kingston June 19, 2013. Optimize Your Installed Base. Working Together Where to Sell It? Why Installed Base? Why Is It Important? Attach and Renew Join Our Journey.

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Optimize your installed base

Optimize Your Installed Base

Richard Horsfield and Ryan Kingston

June 19, 2013


Optimize your installed base1

Optimize Your Installed Base

Working Together

Where to Sell It?

Why Installed Base?

Why Is It Important?

Attach and Renew

Join Our Journey

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.


Working together on our journey

Working Together on our Journey

Where We’re Going

What to Sell

Where to Sell It

Evolve

Optimize

Transform

Create new profit centers

(Partner of the Future)

Take advantage of

future opportunities

Increase services revenues

(Leveraging Smart capabilities)

Move up the decision tree to transformation opportunities

Maximize your installed base

(Opportunity Development with IBLM)

Reduce operational costs

and create space to transform

What + Why

Renew

Attach

Programs

+ Offers

What Services?

Product Support  Managed Services  Professional Services

What Solutions?

Cloud  Mobility  Apps

Refresh

Cover

Renewals Engine  Migration Engine

Leading Practices

Leading Practices

Leading Practices

Resources

+ Incentives

Incentives (DIY)

Incentives (DIY)

Incentives (DIY)

Services/Plays (Outsource)

Services/Plays (Outsource)

Services/Plays (Outsource)

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.


Where to sell it

Where to Sell It?

Customers with existing Cisco equipment

Will soon fall out of support Equipment not covered

Discover and close these opportunities

Using systems, reports, and automated tools

Reduce operational costs Increase profits Free up your staff

  • Your installed base…

  • the best short-term chance for services growth

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.


Ongoing customer network operational challenges

Ongoing Customer Network Operational Challenges

Network failures occur without warning

Are my Cisco products covered with the right contracts?

Entitlement issues take too long to resolve

With so many alerts – it’s hard to find the ones that apply to me

So many products and contracts – it’s hard to manage them all

Life cycle planning data is too hard to find and use


Why is it important

Why Is It Important?

Types of Services Resold,

Delivered by Vendor

Revenue from

New v. Existing Customers

29%

New Accounts

n = 503


Attach renew

Attach + Renew


The opportunity is present

The Opportunity is Present

  • CEO Partner Attach Rate = 66.23%

    • 26 Partners Metrics as of June 2013

    • 13 Partners at or above 70% (minimum rebate threshold)

    • $1.3M in missed revenue

  • CEO Partner Renewal Rate = 52.94%

    • 26 Partners Metrics YTD FY2013

    • 4 Partners at or above 80% (minimum rebate threshold)

    • $5.7M in missed revenue

  • $7.0M in cumulative missed TS bookings


Ingram micro reseller services portal

Ingram Micro Reseller Services Portal


Inventory

Inventory


Services quoting

Services Quoting


Rsp auto quotes

RSP: Auto Quotes


Reseller services portal

Reseller Services Portal

  • Single User Interface to simply manage installed base

  • New and Renewal quoting capabilities

  • Auto-Quote (CPAI)

  • Data customization & download

  • Client Direct

CEO Partners:

9 Registered, 1 User


Client direct

Client Direct

  • Low-Dollar Contract Automation

  • Delivery of quotes into market 90 days prior to contract expiration

  • Quotes Branded with Reseller Name and Logo

    • End Client accesses VAR-Branded portal

  • Phone Support available inbound & outbound to drive closure

  • VAR has complete visibility and control

    • Pricing

    • Opportunity Threshold

    • Ordering and Invoicing


Client direct1

Client Direct

STEP 1:

VAR OPTS-IN TO PROGRAM

STEP 2:

QUOTES ARE GENERATED

STEP 3:

END CLIENT RECEIVES QUOTE & SELECTS ORDER OR CONTACTS SMARTNET SERVICE DESK

AGENT FOLLOWS UP TO VERIFY QUOTE & HELP PROCESS ORDERS

STEP 4:

VAR RECEIVES ORDER & TRANSACTS ORDER THROUGH THE RSP

STEP 5:

INGRAM MICRO PROCESSES

ORDER & SENDS VAR THE INVOICE


Client direct customer notification

Client Direct: Customer Notification

Branded with

VARs Logo

End Client Selects

Buy Now


Optimize your installed base

IBLM

Your Installed Base Has Arrived

  • Direct Access via iPad & Portal

  • Last-Date-of-Support Devices with Active Service Agreement

  • Filter by Customer, Location, Product and Last-Date-of-Support

  • Map Cisco Campaigns to Base

  • So far, $2B in Refresh Leads DL

Unlock the revenue within your base, today

www.cisco.com/go/iblm


Iblm ceo partner opportunity

IBLM: CEO Partner Opportunity

  • Product Refresh = $11,915,284

  • Service Attach = $710,247

  • Total Sales Oppty = $12,625,531

    Opportunity represented is Today - 2014


What can we offer to help

What Can We Offer to Help?

  • Cover Everything

  • Maximize Renew

4 Primary Optimize Goals

  • Increase Attach

  • Refresh Old Equipment

Cisco and Ingram Micro programs can aid your discovery process

Leading PracticesIncentivesServices/Plays


Call to action

Call To Action


Join our journey

Join Our Journey


Join our journey1

Join Our Journey

Attend the 1:1 consultations

Understand where Cisco is going and how you can differentiate and be profitable

Meet with the SME’s in the Breakout sessions

Setup appointment with Ingram Micro and sign-up for Services Advantage

Let Ingram Micro’s Automation Platform help you

Stay the Course

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.


Optimize your installed base

Thank You


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