Presentation Transcript

1. Ingram Micro Service Advantage Program

   James Skelton June 18, 2013
2. 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.
3. 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
4. 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.
5. Benefits …By the Numbers Partners that have engaged directly with Cisco have realized 61% 24% YoYServices Growth YoYProduct Growth
6. 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
7. 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.
8. 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.
9. 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
10. 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.
11. 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.
12. 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.
13. 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.
14. 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.
15. 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.
16. 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.
17. 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.
18. Thank You
19. 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.