Ingram Micro Service Advantage Program

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Ingram Micro Service Advantage Program

James SkeltonJune 18, 2013


AgendaProgram Overview

Why Service Advantage?

Service Advantage Process Outline

Next StepsConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.


Service Advantage Program Overview

YOU

CISCO

INGRAM MICRO

For Ingram Micro’s most highly-engaged

partners

An Exclusive ProgramIn 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


Service Advantage VisionTo 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.


Benefits …By the Numbers

Partners that have engaged directly with Cisco have realized

61%YoY Services Growth

24%YoY Product Growth


Service Advantage Process

1 Collaborative program review with executive management

2 Understand the value to your business and the commitment required from all parties

3 Identifying contributors

4Authorize Cisco to share performance metric data with Ingram Micro

Engagement


Service Advantage ProcessDiscovery


Detailed analysis along with your performance metric data

Targeted questions about your business

What is Your Vertical Focus?

% Cisco Services Business?

Other Services You Sell?

What Tools Do You Use?


Service Advantage ProcessPartner Read Out

Your Prescriptio

n For Services Success

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



Sample Partner Observation DashboardD I F F E R E N T I AT I O N / M E S S A G I N GReseller’s market differentiation, capabilities, experiences and successes have not been clearly defined by a common Unique Value Proposition (UVP) that can be consistently articulated by all

H U M A N C A P I TA LGoal: Hire consultants, not engineersCurrently have 4-½ CCIEs on staffChallenges to recruit seasoned sales staff

M A R K E T I N GCurrently, Reseller does not participate in any Marketing activities. Not utilizing Cisco’s available marketing resources Recognize need for Marketing focus

S A L E S S T R AT E G YSales primarily via word-of-mouth, referral businessSales focused at CXO levelFocus on large commercial, medium enterprisePenetration in legal, financial verticals, with 1-2 customers in other areas (i.e., theme parks, etc.)Training program utilized to develop sales acumenWin customers based on services (SMARTnet) issues

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 brothersSteps to Success: Leading Practices- Selling: Implementing a Profitable and Repeatable Sales Framework

Resources


Sample Reporting

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

Reseller Strengths to Leverage



Sample Reporting

Sales + Sales development

Project- to annuity-based practice

Enhance Data Center capabilities

Marketing Market differentiation


Reseller Areas of Focus


Sample Reporting

SMARTnet ManagementPriority SupportOpportunity Management/Review

Unique Value PropositionAccess to Intellectual property to Develop UVPCisco and Ingram participation and Guidance

Marketing CampaignUnique Value PropositionInstalled Base Lifecycle Management

Service Advantage Focus Areas



Sample Reporting

Baseline MetricsRevenue $XX,XXXCurrent Attach Rate 75%Current Renewal Rate 60%

GoalsAttach Rates Growth 85%Renewal Rates Growth 80%

Incentive$X,XXX Per Quarter for Goal Attainment

Key Performance Indicators



Sample Action Items

Memorandum of Understanding: Review / Sign

Unique value proposition content and work-shopping

Marketing campaign development

Schedule quarterly call to review metrics attainmentConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.


Support OptionsOpportunity Management

Single Point of Contact

Custom Services Program

Services Best Practices

Training

Ingram Micro + Cisco Marketing and Intellectual Property



Ongoing EngagementReview Performance

Tracking against metrics Monthly progress report

Quarterly Business ReviewDemonstrate how program is driving business results

Yearly Re-EvaluationHow has the engagement impacted the areas of focus?Realignment of objectives to meet the changing direction of your business



Next Steps

Engage with your Cisco Services Channel Account Specialist

Complete the questionnaire and

schedule a discovery call



Thank You


Ingram Micro-Cisco Services TeamAndrew GatesWEST – [email protected]


800-456-8000

James SkeltonFIELD – [email protected]

Shawnta WoodardNORTHEAST – [email protected]

Bernard DentSOUTH – [email protected]

Kait MillerUS SMART SVCS – [email protected]

Ingram Micro Service Advantage Program

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