Westcon Business Transformation Playbook for Westcon Cloud Services Resellers

1. Westcon Overview Solution & Opportunity Business Model Sales Launch Activities Marketing Services Tools & Resources Getting Started Westcon Business Transformation Playbook for Westcon Cloud Services Resellers An introduction to the Westcon Cloud Services Reseller program and guidance on how to transform your business to take advantage of the growing cloud opportunity. www.nz.cloud.westcon.com This playbook is intended for Westcon Resellers that are in the process of making the transition to the cloud. Signing up as a Westcon Cloud Services Reseller is required to use this playbook. If you are not currently a Westcon Cloud Services Reseller, please contact wnz-cloud@westcon.com

2. Partner Business Transformation Westcon Overview Solution & Opportunity Business Model Sales Launch Activities Marketing Services Tools & Resources Getting Started We designed this playbook to provide you and your teams with the information and resources needed to support your business as you make the transition to cloud based solutions offerings Are you a traditional Westcon Reseller Partner? Are you thinking about or have you recently added Cloud Services to your portfolio but are still trying to make the necessary transformation in your business model? The Partner Business Transformation playbook has been developed specifically with you in mind. As a valued Westcon Partner, we recognize that you need help in making the transition to this new business model. The Business Transformation Playbook is intended to be a comprehensive resource you can leverage to assist you in your journey to the cloud. What is included in this playbook? Using This Playbook Westcon Cloud Strategy Cloud Partner Program Cloud Services Reseller Cloud Providers

3. Partner Business Transformation Launch Activities Westcon Overview Solution & Opportunity Business Model Sales Marketing Tools & Resources Getting Started Services We are here to help enable our Resellers to Build, Provide, White-label & Resell Cloud Solutions in partnership with our catalogue of vetted and highly capable Cloud Service Providers. Solutions & Services for Building & Providing Clouds Develop Demand forCloud Services Rich Ecosystem ofIntegrated Solutions Leverage Assets to Drive Partner GTM Enable Partners to accelerate this transition to new business models Enable Partners to build, provide, White-label & resell private, public or hybrid clouds Accelerating time to market, reducing costs, driving growth and increasing profitability Develop & expand an ecosystem to develop, deliver & enhance Cloud Services Using This Playbook Westcon Cloud Strategy Cloud Partner Program Cloud Services Reseller Cloud Providers

4. Partner Business Transformation Launch Activities Westcon Overview Solution & Opportunity Business Model Sales Marketing Services Tools & Resources Getting Started The Westcon Cloud Distribution program defines Westcon ’s partner-led, end-to-end cloud solution go-to-market strategy and encompasses three tracks that map to the three primary business models in the cloud marketplace. The program is designed to be inclusive and has tracks for all Westcon Resellers regardless of their size, business model, or market segment focus. The program also uses partners’ existing investments in the certifications and specializations of Cloud Service Provider ecosystems, thereby lowering the cost of entry. Cloud Builder Cloud Provider Cloud Services Reseller Build and Sell Public/Private/Hybrid Clouds to Customers and Cloud Providers Manage and Sell Cloud Services to Customers Resell Providers’ Cloud Services to Customers Using This Playbook Westcon Cloud Strategy Cloud Partner Program Cloud Services Reseller Cloud Providers

5. Partner Business Transformation Launch Activities Westcon Overview Solution & Opportunity Business Model Sales Marketing Services Tools & Resources Getting Started What is a CSP & a CSR? CSR CSP Cloud Service Reseller A reseller of the CSP’s services into your clients. Traditionally a Westcon VAR. Cloud Service Provider A provider of Cloud Services to the market via the Westcon Cloud Catalogue. In the traditional sense usually known as a Vendor. Example: Amazon Using This Playbook Westcon Cloud Strategy Cloud Partner Program Cloud Services Reseller Cloud Providers

6. Partner Business Transformation Westcon Overview Solution & Opportunity Business Model Sales Marketing Services Tools & Resources Getting Started Launch Activities The Westcon Cloud Distribution Services program has been designed for Westcon Resellers that are interested in reselling a Cloud Service to their customers but are not interested in building their own service offering or want to augment their own service offering with additional services. Westcon Resellers are encouraged to engage with the appropriate Westcon Cloud Providers that offer the services that meet the needs of your customers. Cloud Services Reseller Resell Providers Cloud Services to Customers Using This Playbook Westcon Cloud Strategy Cloud Partner Program Cloud Services Reseller Cloud Providers

7. Partner Business Transformation Launch Activities Westcon Overview Solution & Opportunity Business Model Sales Marketing Services Tools & Resources Getting Started Westcon has created a Cloud Catalogue that contains a selection of National and International Cloud Partners. Our Cloud Catalogue and Cloud Providers are now available to partner with our new breed of Cloud Resellers. Our Cloud Service Providers are committed to working with you to assist in winning business and expanding your services to include their offerings. Using This Playbook Westcon Cloud Strategy Cloud Partner Program Cloud Services Reseller Cloud Provider