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Ingram Micro Service Advantage Program. James Skelton June 18, 2013. Agenda. Program Overview Why Service Advantage? Service Advantage Process Outline Next Steps.

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ingram micro service advantage program

Ingram Micro Service Advantage Program

James Skelton

June 18, 2013

agenda
Agenda

Program Overview

Why Service Advantage?

Service Advantage Process Outline

Next Steps

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

service advantage program overview
Service Advantage Program Overview

An Exclusive Program

Ingram

Micro

  • In depth analysis of your current business
  • Understanding your direction and goals
  • Providing a prescription for services-led growth
  • Giving you the tools to execute on the plan and move your business forward

You

Cisco

For Ingram Micro’s most

highly-engaged partners

service advantage vision
Service Advantage Vision

To create a high-value experience for partners engaging with Ingram Micro for Cisco Services

Ingram Micro will enable our partners by leveraging best practices to grow their Cisco Services Business utilizing goal-oriented engagements

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

benefits by the numbers
Benefits …By the Numbers

Partners that have engaged

directly with Cisco have realized

61%

24%

YoYServices Growth

YoYProduct Growth

service advantage process
Service Advantage Process

Engagement

1

Collaborative program review with executive management

4

Authorize Cisco to share performance metric data with Ingram Micro

3

Identifying contributors

2

Understand the value to your business and the commitment required from all parties

service advantage process1
Service Advantage Process

Discovery

Targeted questions about your business

Detailed analysis along with your performance metric data

What is Your Vertical Focus?

% Cisco

Services Business?

Other Services You Sell?

What Tools

Do You Use?

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

service advantage process2
Service Advantage Process

Partner Read Out

Identify your areas of strength and opportunity

Develop a plan to improve on areas of opportunity

Your strengths + Ingram Micro’s value + Cisco’s tools

Set goals that are valuable, achievable, and measurable

Establish a timeline for value delivery and key metrics

Define goals, incentives, and responsibilities

You  Cisco  Ingram Micro

Your Prescription For Services Success

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

sample partner observation dashboard
Sample Partner Observation Dashboard

Resources

  • S2S: “Optimizing Your Relationship with Cisco Field Resources”; Field Guide’s “Maximizing Cisco Relationships”
  • Marketing: Creating Demand for Your Service Offerings; Made to Stick by Heath brothers
  • Steps to Success: Leading Practices- Selling: Implementing a Profitable and Repeatable Sales Framework
sample reporting
Sample Reporting

Reseller Strengths to Leverage

Hire consultants, not engineers

Successful track record and loyal customer base

Industry experience

Tight focus on vertical markets

Technical skills and delivery capabilities

Low turnover, dedicated employees

Win customers with SMARTnet efficiencies

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

sample reporting1
Sample Reporting

Reseller Areas of Focus

  • Sales + Sales development
  • Project- to annuity-based practice
  • Enhance Data Center capabilities
  • Marketing
    • Market differentiation

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

sample reporting2
Sample Reporting

Service Advantage Focus Areas

  • SMARTnet Management
    • Priority Support
    • Opportunity Management/Review
  • Unique Value Proposition
    • Access to Intellectual property to Develop UVP
    • Cisco and Ingram participation and Guidance
  • Marketing Campaign
    • Unique Value Proposition
    • Installed Base Lifecycle Management

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

sample reporting3
Sample Reporting

Key Performance Indicators

Baseline Metrics

  • Revenue $XX,XXX
  • Current Attach Rate 75%
  • Current Renewal Rate 60%

Goals

  • Attach Rates Growth 85%
  • Renewal Rates Growth 80%

Incentive

$X,XXX Per Quarter for Goal Attainment

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

sample action items
Sample Action Items

Memorandum of Understanding: Review / Sign

Unique value proposition content and work-shopping

Marketing campaign development

Schedule quarterly call to review metrics attainment

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

support options
Support Options

Opportunity Management

Services

Best Practices

Single Point of Contact

Training

Custom

Services Program

Ingram Micro + Cisco

Marketing and Intellectual Property

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

ongoing engagement
Ongoing Engagement
  • Yearly Re-Evaluation
    • How has the engagement impacted the areas of focus?
    • Realignment of objectives to meet the changing direction of your business
  • Review Performance
    • Tracking against metrics
    • Monthly progress report
  • Quarterly Business Review
    • Demonstrate how program is driving business results

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

next steps
Next Steps

Engage with your Cisco Services Channel Account Specialist

Complete the questionnaire and schedule a discovery call

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

ingram micro cisco services team
Ingram Micro-Cisco Services Team

James Skelton

FIELD – x66480

James.Skelton@ingrammicro.com

Andrew Gates

WEST – x66468

Andrew.Gates@ingrammicro.com

Shawnta Woodard

NORTHEAST – x66457

Shawnta.Woodard@ingrammicro.com

Bernard Dent

SOUTH – x66465

Bernard.Dent@ingrammicro.com

Kait Miller

US SMART SVCS – x66483

Kait.Miller@ingrammicro.com

800-456-8000

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