John Redman Manager of Professional Services Operations September 13, 2013
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ry information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. Ingram Micro | Professional Services Ingram Micro IT Asset Disposition Secure, cost-effective, & environmentally responsible services to protect your assets John Redman Manager of Professional Services Operations September 13, 2013
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Ingram Micro | Professional Services Ingram Micro IT Asset Disposition Secure , cost-effective, & environmentally responsible services to protect your assets. John Redman Manager of Professional Services Operations September 13, 2013. Agenda. Introduction to IM Link ITAD In the News - PowerPoint PPT Presentation
Transcript of John Redman Manager of Professional Services Operations September 13, 2013
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Ingram Micro | Professional ServicesIngram Micro IT Asset Disposition
Secure, cost-effective, & environmentally responsible services to protect your assets
John RedmanManager of Professional Services Operations
September 13, 2013
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Agenda
■ Introduction to IM Link■ ITAD In the News■ The ITAD Landscape■ ITAD Best Practices■ Selling ITAD Services■ IM Link Resources
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Professional Services – IM LinkVAR Resellers MSP Vendors
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IM Reseller Partner Network IM Vendors Partner Network Staffing Partners
< I M L i n k >
IM Professional Servicescust
omer
sse
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es Plan Implement Manage SupportBenchmarking Assessment Planning Strategy Design Certification Pre-Sales Tech
Support
Benchmarking Installation Configuration Tuning Testing System Integration H/W-S/W Upgrades Application Development S/W Customization Migration
Benchmarking Administration Asset Management Systems Management Performance Tuning Production Control Back-up and Archiving Replication Help Desk Remote Infrastructure Management Relocation
Benchmarking Warranty Asset Disposition Break-Fix Hardware Support Software Support Business Recovery Training/Certification Recycling-Remarketing
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• In the news: Data breaches
• In 2012, the Identity Theft Resource Center (ITRC) documented 447 breaches in the United States, exposing 17,317,184 records. In the first half of 2013, there have so far been 255 incidents, exposing 6,207,297 records.
• In 2011, data breaches in the U.S. cost companies $194.00 per compromised record.• Companies in the computer software, IT and healthcare sectors accounted for 93 percent of the total number of identities
stolen in 2011. Theft or loss was the most frequent cause, across all sectors, accounting for 34.3 percent, or approximately 18.5 million identities exposed in 2011.
• Through 2016, the financial impact of cybercrime will grow 10 percent per year due to the continuing discovery of new vulnerabilities.
• The average value of a lost laptop is $49,246 and the data breach costs represent 80 percent of the total cost of a lost laptop compared to two percent for replacing the computer. Encryption on average can reduce the cost of a lost laptop by more than $20,000.
• Data breaches are attracting greater public and government scrutiny• California strengthened data breach notification requirements• Secure and Fortify Electronic Data Act passed a House subcommittee in July 2011
Valuable Data on Devices
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Data Breaches and Disposal in the News
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Dominated by small, regional firms, undercapitalized with very little infrastructure
Recent industry consolidation Historically, very little regulatory oversight and minimal
standards and certifications still exist Sub-contracting and Out-Sourcing remains rampant, even
by the OEM’s
The Current ITAD Landscape
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Ensure your ITAD Vendor has obtained and maintains industry certifications
ITAD Industry Standards
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1.Ensure data destruction occurs onsite at your location• Destroy data before shipping assets offsite
• Produce verification of data destruction before shipment• Avoid vendors who use third party shippers
2.Employ an electronic tracking system• Eliminate human error element with electronic tracking system• Track each piece of equipment from pick-up to disposition• Validate confirmation of the drive wipe before shipment
3.Data wiping is for trained professionals• Help establish stronger procedures & controls• Eliminate cost of training employees & managing ITAD process• Must be bonded, insured vendors with proven track records
4.Remember overlooked devices• Copiers, smart phones, fax machines, printers, scanners and USB drives can all hold sensitive information
ITAD Best Practices
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4.Refurbish & recycle• Know what happens to your IT equipment downstream
• Commit to a 100% no landfill policy
• Refurbish & resell all viable equipment to extend lifecycle
• Partner with a vendor that can process e-waste in-house
5.Maximize your profit• Negotiate an upfront purchase deal with a qualified vendor
• Avoid consignment models that result in eroded value of equipment & service fees
6.Risk reduction• Do not simply reply on corporate policies/edicts
• “We are 100% encrypted.”
• “We wipe all data bearing assets ourselves.”
• “We use our install vendor to verify encryption or wipe the hard drives.”
• Do not rely on non-ITAD vendors and/or internal resources who are typically already strained
More ITAD Best Practices
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Profitability Potential100 “Owned” laptops to dispose
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ITAD MSRP (per device)
$35.00
Total Sales (100 devices)
$3,500.00
Partner Cost (per device)
$20.50
Total Cost (100 devices)
$2,050.00
Partner Profit $1,450.00 (41% GM)
Other Considerations:• Residual Values• Civil Penalties• Bad PR• Damaged Customer
Relationships• Future Liabilities• Uplift charges for onsite data
sanitization
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Account Qualification QuestionsGeneral Inquiry Purchase or lease new IT hardware? How Often does IT refresh occur?
# of desktop PCs (“DT”) | # of laptop PCs (“LT) | # of tablets or smart phones Are data bearing assets encrypted? Is there a policy and/or process in place for asset disposal
For those with an ITAD Program in Place… Is your ITAD provider R2 or e-Steward certified? What other certifications do they possess? Does your ITAD program produce positive or negative cash flow? Who performs wiping of assets – internal employee or external vendor? Does your ITAD provider purchase assets outright, or sell them on consignment over time? What kind of historical and financial reporting is available regarding previously disposed of assets? Does your ITAD vendor provide timely, accurate and auditable reporting, such as ROI, certificates of data destruction
and physical destruction/recycling? How does your current ITAD vendor handle IT asset recycling for older assets and assets such as CRT monitors,
batteries, etc that require EPA complaint recycling? In-house or Downstream vendors?
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Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 13
Questions?
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Ingram Micro Professional ServicesIM Link
IM brokered solution provider networkStandard hourly rates for labor services
IT Staffing ServicesPermanent or temporary positionsFlexible Staff Augmentation Solutions
IT Asset Disposition ServicesSecure and responsible disposal Removes liability for information
SCORE Professional ServicesCategory and Vendor Specific ServicesSKU’d and Customizable SOW’s
Ingram Micro Training AcademyClassroom or Online – guaranteed to runCan be resold to end users
3rd Party Warranty ServicesPrivate label product protectionVariety of Coverage Options
Remote System Admin ServicesSave a truck rollOutsource support and development
System Integration ServicesCompliment Cloud Services salesCustomizable to end-user environments
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For submitting requests through IM Link…www.ingrammicrolink.com
Sales and Support Assistance…[email protected] | (800) 456-8000 x67247 | x66686 | x66492
To become an IM Link Service Provider… [email protected] | (800) 456-8000 ext 66686 | (800) 235-4128
Follow us: Ingram Micro Professional Services @IMProServices
[email protected] | x67014 @johnredman3
Getting Linked Up with IM Link
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