Presentation Transcript

1. Ingram Micro Service Advantage

   James Skelton June 4, 2014
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 Vision To create a high-value experience for select partners currently engaging with Ingram Micro for Cisco Services Jointly develop and deliver goal-oriented plans to grow Cisco Services Business based on metrics, best practices and business tools. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
4. Service Advantage Program Overview An Exclusive Program Ingram Micro In-depth analysis of your current Cisco business Understand your direction and goals Provide a prescription for services-led growth Give you the tools to execute on the plan and move your business forward You Cisco For Ingram Micro’s most highly-engaged partners
5. Benefits …By the Numbers Partners that have engaged directly with Cisco have realized 61% 24% YoYServices Growth YoYProduct Growth
6. Service Advantage Process Deliver Plan Program Introduction 1 Collaborative program review with partner executive management 4 Regular engagement to execute plan, monitor progress, and measure results 3 Build Custom Plan Ingram Micro will create and present findings, goals, and plans to grow services business 2 Discovery & Metrics Authorize Cisco to share services business data with Ingram Micro. Discovery call with Ingram Micro.
7. Discovery Performance Metric Data Review How to Approach to Services Attach and Renew Understand roles and responsibilities Current Attach and Renew rates? Use contract data for up-sell and refresh? Smart Services? What tools do you use? How soon do you quote service renewals? Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
8. Custom Plan Set Achievable Goals Against Key Performance Metrics Baseline Metrics YoY Revenue Current Attach Rate Current Renewal Rate Goals YoY Revenue Growth Current Attach Rate Growth Current Renewal Rate Growth Incentive Opportunity $1,500 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.
9. Custom Plan Comprehensive Review of Services Installed Base Determine Customer threshold for Automation Assign responsibility for Renewals E-Consulting Review and Analysis Schedule Monthly call to review opportunities Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
10. E-ConsultingOverall Rebates Summary Quarter-to-Date Maximize your Sales Performance Rebate by taking action on missed opportunities Month End Metrics: November 2013
11. E-ConsultingTop 20 Attach Opportunities Last 12 Months Month End Metrics: November 2013
12. E-ConsultingFindings and Recommendations: Attach Rate finding diagnosis Optimize your Services Attach Rate to receive a higher rebate Partner Type = Tier 2 80% <= AR < 90% Recommendation For Optimizing Your Services Attach Rate Implement a sales governance process Ensure all efforts are made to attach services at the point of sale Create sales process paths Lead the sales resources to logical attach opportunities 3. Monitor each order Require management approval on orders with less than three items 4. Know how to focus on individual customers Match their needs with services they can attach that will be most effective 5. Set a goal to raise your Attach Rate higher Receive a greater rebate 6. Provide incentives for sales Attain a higher Attach Rate goal with a compensation plan that rewards performance Month End Metrics: November 2013
13. E-ConsultingRenewal Rate Estimates FY-to-Date * Overdue = still available for renewal. **Based on performance FY14 To Date Month End Metrics: November 2013
14. E-ConsultingRenewal Rate Monthly Performance * Overdue = still available for renewal. **Based on performance FY14 To Date. US Dollars Month End Metrics: November 2013
15. E-ConsultingTop 20 Un-renewed Opportunities FY-to-Date Estimated Total Un-Renewed Opportunities FY-to-Date: $104,206 Month End Metrics: November 2013
16. E-ConsultingFindings and Recommendations: Renewal Rate finding diagnosis Current Services Renewal Rate is below the minimum threshold to receive a rebate Partner Type = Tier 2 RR < 75% Recommendation For Improving Your Services Renewal Rates Establish a structured renewal process and timeline Track maintenance renewals online Cisco Service Contract Center – Renewal Business Summary 3. Create service renewal quotes and place orders Online at Cisco Service Contract Center 4. Optimize your current sales resources Outside Sales = New opps•Inside Sales = Maintain / Renew 5. Inside Sales management of small accounts Low dollar value renewals, small contract extensions, uncovered equipment 6. Implement a Customer Relationship Management system So your sales resources can work collectively 7. Motivate your team to hit Renewal Rate Achieve a rebate from Cisco Month End Metrics: November 2013
17. Deliver on Plan 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.
18. Deliver on Plan Opportunity Management Automation Services Best Practices Single Point of Contact Training Customized Renewal and Unattached Reporting Demand Generation Programs Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
19. Next Steps Engage with your Ingram Cisco Services Channel Account Specialist Authorize Cisco to share your Services Data with Ingram 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.
20. Thank You