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You have arrived. Ingram Micro Ingram Micro’s IBM Business Unit BA & Big Data IBM & Cognos ICE Program Review. Slide title here (Need title or to delete). The world's largest provider of technology products and services. 2011 annual revenues: $ 36.3 billion

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

  2. Ingram Micro • Ingram Micro’s IBM Business Unit • BA & Big Data • IBM & Cognos • ICE Program Review

  3. Slide title here (Need title or to delete) The world's largest provider of technology products and services • 2011 annual revenues: $36.3 billion • Approximately 15,500 associates • Customers in approx. 145 countries • 105 distribution centers worldwide • Operations in 26 countries • No. 75 on 2011 Fortune 500 list • Diverse capabilities in complementary agencies and services • Only global broad-based IT distributorwith significant, multi-country Asia-Pacific presence • Global corporate responsibility focus SUCCESS 30+ years experience in IT distribution

  4. Ingram Micro and IBM BU Value Proposition Partner Integration Partner Enablement Demand Generation Advanced Technical Services Partner Network Seismic, Cloud and Tech Services Advanced Business Services Vendor Support Technology Enablement Sales and Profit Expansion Specialized Account Resources Credit and Creative Financing Transactional Excellence Selection, Price and Availability Foundational Execution Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission.

  5. What are the Drivers for Big Data? Volume: Unprecedented growth in structured and unstructured data strains or breaks traditional data collection, management, and analytical systems.It’s been said that 90% of data stored today was created in the last 2 years Velocity: Customer sentiment, consumer and machine generated data, and competitive pressure creates the need for near real time analysis and decisions. 60% - Estimated increase in operating margin if retail markets fully used big data (MGI, McKinsey Research) Variety: Proliferation of data sources, much of it unstructured, from Smartphones, GPS, Social media feeds, sensors, etc. clouds sound decision makingNever before imagined possibilities, previously improbable correlations IDC study says the market for big data technology & services will grow from $3.2 billion in 2010 to $16.9 billion in 2015. Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission.

  6. Ingram Cognos Elite Program (ICE) Gold Platinum Diamond • Min. $100K Cognos NL Sales • Enrollment in the ICE Rewards Points System • Funded Travel To ICE Summit • ICE Partner Council Participation • Up to 3 leads per quarter in End User Lead Pass Program • Single Pass at IOD • Recognized as ICE Platinum Member at IOD • Min. $300K Cognos NL sales • Enrollment in the ICE Rewards Points System • Funded Travel to ICE Summit • ICE Partner Council participation • Up to 5 leads per quarter in End User Lead Pass Program • Multiple Passes at IOD • Recognized as ICE Diamond Member at IOD • ICE Summit participation • Enrollment in the ICE Rewards Points System • Access to End User Lead Gen Program, Passes to IOD, and other ICE Program amenities through Points Rewards System • Recognized as an ICE Gold Member Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission.

  7. ICE Point System • Ingram Micro hosted IBM webinar attended (max 1/quarter): 1pt • Additional software authorization: 1pt • Additional software authorization bonus first-time transaction: 4pts • Additional software authorization, Information Management: 2pts • Additional software authorization bonus first-time transaction, Information Management: 8pts Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission.

  8. The GB-E segment comprises accounts that are robust and have attractive IBM growth potential GBE Sector MM 12,500 Customers Larger in 2012 Every… INDUSTRY Largest = Healthcare Next = Banking Next = Retail All… COMPANY SIZES 1K employees to $10B+ Select 100-999 All… BRANDS 50% Services 23% SW / 27% HW Two… COUNTRIES US Canada (plus some Islands) Wide range of… COMPANY TYPES Emerging Growth Clients Intermediate LE’s MNC’s Predominately… COMPETITIVE Low share of wallet White Space 40%+ of Oracle Attack Wide Range of… FINANCIAL HEALTH Many IGF Credit 6/7 Opportunity for… LARGE DEALS 833 $1M Accts in ’09 433 $1M Accts in 1H/10 448 $1M Wins in 1H Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission.

  9. GBE Marketplace Healthier Spend expected in 2012 • NA Market expected to be $421B in 2012, growing +3.9% yty. • GBE represents 24% ($101B) of the opportunity, and is expected to grow slightly faster than overall market. • US expected to grow 0.5pts faster than Canada. MM $55B GBE Represents 24% of NA Opportunity GBE $101B 2012 Market Sector $265B GBE Opportunity primarily in Services & SW • Services represents 78% of GB opportunity. • SW spend expected to grow +6% yty, Services +4%, Hardware +3%. • Healthcare, Retail, Computer Svcs, Electronics represent key industry opportunities in GBE. • Strong solution spending is expected. Situation Overview Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission.

  10. North American Market Environment - Industry IT Spend GBE NA GBE Opportunity and Growth by Industry 2011 GMV and Growth Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission.

  11. 5% 25% 45% Growth 65% 50% Market 10% GBE Coverage Model GBE Account and Revenue Mix Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission.

  12. Market Segment https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_ben_ben_prospect_list • Market Segment Acct List on PW • 3952 Accts • HPB Lists by Brands and Solutions • Refreshed and Increased to 42 Categories (up from 29) • 2011 YtY Channel Growth 10% • 21%, STG • 14%, SWG Trans, 2% Stream • -9%, Services • 39%, IGF • Focus Plays: • Business Analytics • Healthcare & Retail Industries • Cisco HP Attack w/ Blade Ctr Solutions and Business Services HPB Categories Solutions and STG Brand Offerings HPB Categories Solutions and SWG Offerings HPB Categories

  13. Are You Maximizing Your Deals to Benefit the Customer AND You? • Are You Maximizing the Opportunity? • Are You Maximizing Your Margin? • Are You Offering the Best Deal to the Customer by Bundling the HW, SW, Services and Financing? • How Much Are You Losing By NOT Clothing Your Deals? • What If You Were Able to Clothe Even 20% or More Of Your Deals? Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission.

  14. DISTRIBUTOR(S) BP HW BP SW CLIENT IBM Solution Accelerator Incentive Base Incentive: • IBM eligible HW + IBM eligible SW • Incremental rebate: • 4 points on HW • 11 points on SW • Bonus Incentive: • Rebate for selling pre-defined solution • Additional 7 points on SW solution • Teaming allowed • Access eligible HW, SW, and Solutions:ibm.com/partnerworld/solutionaccelerator Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission.

  15. Turn Information Into Insights • Average sales cycle = 2-4 months • Average deal size (SW) = $24,500 USD • Hardware Sample = $1,489USD • Services Sample = $10,000USD • Ordering system = Passport Advantage • Software Value Incentive Eligible Business AnalyticsIBM Business Analytics Cost Buster Solution 83% of surveyed CIOs said investing in Business Analytics is their #1 Priority

  16. Turn Information Into Insights • Average sales cycle = 6 months • Average deal size (SW) = $146,960USD • Hardware Sample = p710 $19,189 or p740 $24,461USD • Services Sample = $25,000USD • Ordering system = Passport Advantage • Software Value Incentive Eligible Business AnalyticsIBM Business Analytics Cost Buster Solution 83% of surveyed CIOs said investing in Business Analytics in their #1 Priority

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

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