STEVE PEARCE CHANNEL MARKETING MANAGER

1. STEVE PEARCECHANNELMARKETING MANAGER

2. WHY ARE YOUR CUSTOMERS REQUESTING MANAGED PRINT SERVICES? Quocirca 2013 How important are the following drivers in motivating a move to an MPS? 1= unimportant 5=very important

3. 7 >:(

4. REDUCE COSTS 4.4 GAIN PREDICTABLE EXPENSES 4.3 REDUCE IT BURDEN 4.1 IMPROVE SERVICE QUALITY & RELIABILITY 4.0 REDUCE ENVIRONMENTAL IMPACT 3.8 ACCESS NEW PRINT TECHNOLOGY 3.7 1 2 IMPROVE EMPLOYEE PRODUCTIVITY 3.5 3 4 5 6 7

5. REDUCE COSTS 4.4 GAIN PREDICTABLE EXPENSES 4.3 REDUCE IT BURDEN 4.1 IMPROVE SERVICE QUALITY & RELIABILITY 4.0 REDUCE ENVIRONMENTAL IMPACT 3.8 ACCESS NEW PRINT TECHNOLOGY 3.7 IMPROVE EMPLOYEE PRODUCTIVITY 3.5 GARTNER ESTIMATE THAT 3% OF THE TYPICAL COMPANY’S ANNUAL REVENUE IS SPENT ON PRINTING DOCUMENTS. IN A MEDIUM-SIZED BUSINESS OF £15m TURNOVER, THAT EQUATES TO £450k

6. REDUCE COSTS 4.4 GAIN PREDICTABLE EXPENSES 4.3 REDUCE IT BURDEN 4.1 IMPROVE SERVICE QUALITY & RELIABILITY 4.0 REDUCE ENVIRONMENTAL IMPACT 3.8 ACCESS NEW PRINT TECHNOLOGY 3.7 IMPROVE EMPLOYEE PRODUCTIVITY 3.5 MPS DEPLOYMENTS WILL NOT ONLY MAXIMISE UPTIME, REDUCE POWER CONSUMPTION AND ELIMINATE WASTE IT WILL HELP TO REDUCE PRINT RELATED COSTS BY 30%

7. REDUCE COSTS 4.4 GAIN PREDICTABLE EXPENSES 4.3 GAIN PREDICTABLE EXPENSES 4.3 REDUCE IT BURDEN 4.1 IMPROVE SERVICE QUALITY & RELIABILITY 4.0 REDUCE ENVIRONMENTAL IMPACT 3.8 ACCESS NEW PRINT TECHNOLOGY 3.7 IMPROVE EMPLOYEE PRODUCTIVITY 3.5

8. REDUCE COSTS 4.4 GAIN PREDICTABLE EXPENSES 4.3 GAIN PREDICTABLE EXPENSES 4.3 REDUCE IT BURDEN 4.1 IMPROVE SERVICE QUALITY & RELIABILITY 4.0 REDUCE ENVIRONMENTAL IMPACT 3.8 ACCESS NEW PRINT TECHNOLOGY 3.7 IMPROVE EMPLOYEE PRODUCTIVITY 3.5

9. THE LEGACY PRINT FLEET • EXPENSIVE • UNRELIABLE DEVICES • NO SLA FOR THE SERVICE PROVISION • DIFFERENT TONERS • NO CLUE ABOUT RUNNING COSTS • DIFFERENT DRIVERS • LITTLE NEW TECHNOLOGY • HIGH WASTAGE • NOISY & UNHAPPY USERS • VARIETY IS THE SPICE OF LIFE

10. THE NEW MANAGED FLEET • CHANGE MANAGEMENT • COST SAVING • FULL SLA FOR SERVICE • LATEST TECH AVAILABLE • GREATER FUNCTIONALITY • COSTS FULLY UNDERSTOOD • FAMILIAR USER INTERFACE • FINANCED DEVICES • TIMELY INVOICES FROM IMUK • GREENER

11. THEY WANT IT… BUT ARE THEYREADY? Quocirca 2013 How important are the following drivers in motivating a move to an MPS? 1= unimportant 5=very important

12. 2 YEARS TOMAINSTREAM ADOPTION 2012 EXPECTATIONS 2011 2010 2009 2008 SLOPE OFENLIGHTENMENT PLATEAU OF PRODUCTIVITY TECHNOLOGYTRIGGER PEAK OF INFLATED EXPECTATIONS TROUGH OFDISILLUSIONMENT 2012

13. YES

14. SO HOW BIG IS THISOPPORTUNITY?

15. $14B $12B $10B $8B EMEA MPS/BPS REVENUE $6B $4B $2B $0 2009 2010 2011 2012 2013 2014 2015 MANAGED PRINT SERVICES BASIC PRINT SERVICES IDC 2013

16. MPS V OPM MARKET, EMEA 2013 $30000 $25000 DOWNWARD PRESSURE: TOTAL PAGE VOLUME TOTAL REVENUE $20000 65% $15000 REVENUE IN MILLIONS OF US DOLLARS $10000 UPWARD TREND: MPS PAGE VOLUME DEVICE PLACEMENTS 35% $7500m $5000 $0 2009 2010 2011 2012 2013 2014 2015 2016 2017 MANAGED PRINT SERVICES OFFICE PRINTING MARKET

17. OK, OK… SO WHAT’S IN IT FOR ME?

18. LOCK IN ANNUITY LOCK OUT COMPETITORS UNLOCK CROSS SELL OPPORTUNITIES EXTRA PAGE VOLUME TIMELY PAYMENTS NO INVESTMENT IS KEY

19. Over to you….

20. Ingram Micro Managed Print Solution Gemma Glen Head of Category - Print

22. SME End Users – Where are they? IDC 2012

23. Background • We are the Leading Distributor for Print • We see and understand Managed Print & Recognise the Growth Opportunity • We Partner with the Leading Managed Print Manufactures & Solution Providers • Leveraging partnerships and Linking Ingram’s Capabilities • 12 months Development • Fully integrated into Ingram’s infrastructure, giving automation solution to keep costs down and lock down End Users. • We are not new to Managed Print Solutions • We have been fulfilling most of the Managed Print Solutions • Our US Division have been delivering a Managed Print Solution for the past 2 years • Changes made to fit UK Market, taken best practices.

24. PrintSense - How it Works

25. Key Partners Industry Leaders in Print Monitoring Software Integrate efficiently with ERP systems in high volume environments Platinum Sponsor Extensive Hardware Portfolio Service Network – Top Class Ingram End User – Working Showroom Multi Vendor Coverage Nationwide Service Delivery 24-7 365 days SLA to fix as opposed to response

26. Sustainable Benefits for You • On-going revenue and profit for a contracted period – typically 3 to 5 years • Options to managed existing print fleets or a complete refresh • Manage your end users fleet contracts via “MyPrinterManager” • Identify hardware refresh opportunities on-going…. • Advise end user on printing usage and savings to provide continuous improvement • Charge for professional services and service delivery / lifecyle management • No investment in engineers or software, all included in the Ingram Cost Per Page

27. Next Steps • Our Partners are here for the 2 days • We have a workshop Tuesday Afternoon • Opt into PrintSense • Be included in our Education Programme

28. Thank You