cloud university: ingram micro

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

Cloud University

Sponsored by Microsoft

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Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 2

Agenda

Time Agenda

9:00-9:30am Registration, breakfast

9:30-9:45am Welcome from Ingram Micro and Microsoft

9:45-10:45am IDC- 2014 Findings

10:45-11:00am Break

11:00-12:00pm Transforming Your Business with Microsoft

12:00-1:00pm Lunch

1:00-2:00pm Cloud Panel (IDC, IM, Microsoft, Partner)

2:00-2:45pm Migrating to the Cloud with SkyKick

2:45-3:15pm Partnering with Ingram Micro Cloud

3:15-3:45pm Ingram Micro Cloud Marketplace Demo

3:45-4:00pm Closing Remarks, Q&A and Giveaway


Partnering with Ingram Micro Cloud

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Ingram Micro is a master Cloud Service Provider

(mCSP), offering channel partners and

professionals access to a global marketplace,

expertise, solutions and enablement programs

that empower organizations to configure,

provision and manage cloud technologies with

confidence and ease.

Ingram Micro simplifies success in the cloud.

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Breadth & Trust

Simplify & Scale

Grow & Maximize

Cloud

Private Label

Program

Cloud

Resale

Program

Order • Provision • Manage • Invoice

A one-stop marketplace

Serving as a CSP Cloud Services Providers

CSPs Hosted Exchange • Virtual Servers • Web Hosting

AGGREGATION

PLATFORM

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

Leading master Cloud Services Provider (mCSP)

Cloud Ignite Professional Services

http://www.ingrammicro.com/

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CLOUD

MANAGEMENT

SERVICES

COMMUNICATIONS & COLLABORATION

BUSINESS APPLICATIONS

INFRASTRUCTURE

SECURITY

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

The Cloud Solution Stack

http://ingrammicrocloud.force.com/apex/page?pageid=a0W30000005MwK2EAK

http://www.avg.com/us-en/homepage



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Business Transformation Planning

What to sell?

- Convert existing?

- Incremental?

KPI-based plan

Sales alignment &

compensation

Investments

required

Partner selection

Due diligence

- Technical and financial

Complement with

professional and

managed services

Technical skills

required

SLAs

Contracting

process

Service delivery

and support

model

Monthly billing

process

Lead sources /

goals

Campaign design

Lead management

process

ROI reporting

Budget and funding

General cloud

Front office /

business acumen

Solution training

Sales process

QBR process

Financial Solutions Operations Marketing Sales

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Our Office365 Offerings

•Pay for 12 months upfront

•Reseller partner owns billing

•Contact Microsoft for L2 support

•Leveraging disti partnership

•Partner earns front end margins and back end rebates

Open Licensing

•Monthly / pay as you go option

•Microsoft owns billing to end user

•Contact Microsoft for L2 support

•Limited disti interaction as well as disti insight to the details

•Utilize Microsoft’s marketplace portal

•Partner earns finders fee and residual

Advisor Option

•Monthly / pay for usage options

•Reseller partner owns the billing

•Contact Ingram Micro for L2 support & Ability to add on Ingram Micro L1 support

•Fully visibility as well as interaction with disti partner

•Ability to utilize ONE MarketPlace portal with all solutions

•Partner earns front end margins

Cloud Solution Provider (CSP)

Program

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Front End Margin Opportunity (15%)1

Additional VAR Incentives for

Reseller (8%) & Accelerator (12%)2

Azure Partner Licensing Options

Open

MOSP

Enterprise Agreement

(EA) on yearly

commitment

• Lowest Barrier of Entry

• Low Accounts Receivable Risks

• No Requirements around “Value

Added” Services

Pay as you Go

• Zero upfront/cancel anytime

Commitment Plans

• $3000 min commitment

• Upfront Commitments Starting at

$25K/year

• EA language aligned to direct MOSP

language – Resale prohibited

• No Overage Penalties

• Access to Enterprise Portal

*EA customers can exceed their upfront commitment by up to 50% and be billed for it at the end of the year.


Cloud Marketplace

000000_11

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Keynote Speakers

Capt. Chesley “Sully” Sullenberger Miracle on the Hudson

Robert Stephens Founder of Geek Squad

Saturday, March 7 • Arrive to participate in the golf

tournament

Sunday, March 8 • Golf tournament – 7:30am

Content-packed afternoon

• Business sessions all afternoon

• Microsoft Boot Camp

• Women of the Cloud meeting

• Welcome reception, all attendees

Monday, March 9 • Welcome address

• Capt. Chesley “Sully” Sullenberger

• Business development sessions

• Vendor / partner sessions

• Tech Fair – 6:30-9:30pm

Tuesday, March 10 • General session

• Robert Stephens

• Business development sessions

• Vendor / partner sessions

• Additional Tech Fair

• Final Night Party 6:30-10:30pm

Wednesday, March 11 • Depart

Registration Fee Dates

Early Bird Registration $499 12/10 - 1/31

Regular Registration $599 2/01 - 2/28

Late Registration $699 3/01 – 3/10

Cloud Summit 2015

Cloud Summit North America

Arizona Grand Resort and Spa

Phoenix, AZ

Sunday, March 8 – Tuesday, March 10

Attendance: over 800

Register at ingrammicrocloudsummit.com

Agenda at a Glance

Monday 3/09

Tuesday 3/10

Cloud Summit is all about giving you hands-on, actionable business

development know-how. You'll learn how to:

• Choose the right cloud business model complementing your Microsoft

business

• Select the best cloud solutions for your portfolio.

• Price cloud solutions and package them with your Microsoft offerings.

• Leverage the power of recurring revenue offering Microsoft Office 365.

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• Join us for an Azure 101 Demo most Tuesdays from 1:30-2:30PM EST

• Hosted by David Priebe, Microsoft Technical Engineer at Ingram Micro

• Watch as David reviews the overall features of Azure and discusses the

benefits it will provide to the customer. He will also review the pricing

structure and the transaction model for purchasing Azure through

Open Licensing.

Webinar Special: Azure 101 Demo

Interested? Please email

[email protected] to receive

the Lync meeting calendar invitation.

mailto:[email protected]



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• Join us for an Office 365 Demo most Thursdays from 1:30-2:30PM EST

• Hosted by David Priebe, Microsoft Technical Engineer at Ingram Micro

• Watch as David showcases the Office 365 Administrative console and

co-authors a Word document. He will also demo the newest features of

Office 365 – including Lync Online and OneDrive for Business!

Webinar Special: Office 365 Demo

Interested? Please email

[email protected] to receive

the Lync meeting calendar invitation.




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Offer 20% discount on Office 365 ProPlus

15% discount on Office 365 Enterprise E3

On Pricelist through OV and OVS

Buy any O365 quantity at time of SA expiration

August 1, 2014-June 30, 2015

Renew to the Cloud

https://readytogo.microsoft.com/en-us/_layouts/RTG/CampaignViewer.aspx?CampaignUrl=https://readytogo.microsoft.com/en-us/Campaign/Pages/(US) Renew to the Cloud Offer for Office 365.aspx

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SMB VAR Incentive

Incentive

• Provides payouts to partners

selling Microsoft products and

technologies, including

virtualization, security and cloud

• O365 product payouts through

Open License and OV/OVS, all

other product categories through

OV/OVS

• Available January 1, 2015 – June

30, 2015

VAR Incentive Page

https://mspartner.microsoft.com/en/us/Pages/Licensing/var-rebate-program.aspx

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The Microsoft Napa Contest is back!

Ingram Micro

Partner

Contest

Win a trip to Napa for you and a guest. Every seat/unit sold of Windows 2012 R2, Azure, O365, or Surface with O365 earns you an entry into the raffle to win! The more units sold, the better chance you have of attending this exclusive trip. Contest Dates: 1/12/15-7/3/15 *contact your MD team for more info

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.

We currently have a promotion for our new users on the Marketplace. The promotion is called Cloud Elevate VISTA. The program is designed to

incent, enable, and drive our partners’ success on our Cloud Marketplace. Our mission is to make adopting our Marketplace as seamless as

possible for our partners. All you have to do is click Join Now and fill out the registration online form for our tracking purposes. You will also

receive a $50 monthly credit on your account for 6 months! We are providing you the opportunity to test out the solutions yourself, get your

engineers engaged and become experts on leveraging the portal. **Please remember you have to sign up and provision a solution before

December in order for those credits to stay in your account, think of it as easy revenue.

This credit of ($50/month x 3 months = $150) can be used for your internal use to: 1. Give your engineers a sandbox to test and demo virtual private servers for your customers 2. Leverage the virtual private servers as fail-over servers for your internal use 3. Run in-house, Cloud e-mail with hosted exchange 4. Host your own, or other company websites We want our partners to experience the ease of use of the portal and confidently order, provision, and manage all cloud solutions through Ingram Micro. As a member of the program they will become eligible for additional promotions, education, marketing and sales support, and much more as they move up in the program. Here is a link to learn more - http://servicedesk.cloud.im/kb/

http://elevate.ingrammicrocloud.com/

http://elevate.ingrammicrocloud.com/

http://servicedesk.cloud.im/kb/

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INGRAM MICRO Our Team Is Here To Help You West Region TBD

Market Development Executive

Kristin Friend

Channel Account Executive – SMB

Branches (716) 633-3600 x67139

Alex Dockstader

Channel Account Specialist II

(800) 456-8000 x67282

Brittany Drumm


Cloud

(800)-456-8000 x66353

Chris Meindl

(OEM/Retail/ESD)


(800)-456-8000

Central Region Dan Rust

Sr. Market Development Executive

(716) 228-7652

Kristin Friend


Branches (716) 633-3600 x67139

Dan Eyrick

Sr. Channel Account Specialist

(800)-456-8000

Rob Gugliuzza

Channel Account Specialist II –

Cloud

(800)-456-8000 x65377

Scott Richthammer


(OEM/Retail/ESD)

(800) 456-8000 x66354

East Region Mike Bellet

Market Development Executive

(716) 465-2752

(800) 456-8000 x65358

Kristin Friend


Branches

(716) 633-3600 x67139

Meg Moore


(800) 456-8000 x67348

Jeff Fabin

Sr. Channel Account Specialist –

Cloud

(800)-456-8000 x65360

Leigh Schreiner

(OEM/Retail/ESD)


(800)-456-8000 x65326

Microsoft Specialists Chris Parker

Sr. Channel Account Specialist - Surface

(800) 456-8000 x65227

Patrick Flatley

Support Rep- Surface

(800) 456-8000 x66296

Eric Varga, Sr. Channel Account Specialist- OEM, Retail, ESD

Technical Experts David Priebe, Microsoft Technical Solutions Engineer

Jason Lambert, Field Technical Consultant - Azure

Cloud OneStop Team For all your Microsoft Cloud needs email:

[email protected]

SPLA Stephanie Danieu

Sr. Market Development Specialist – SPLA

(800) 456-8000 x67258

Microsoft SPLA: Danielle Huegel

[email protected]

SkyKick Melanie Noe

Channel Account Specialist II – SkyKick

(800) 456-8000 x66615

ND

SD

NE

KS

MN

IA

MO

MI

IN OH

KY

TN

WI

IL

OK AR

LA TX

WA

OR ID

MT

WY

NV UT CO

AZ NM

MS AL

FL

GA SC

NC

WV

VA

MD DE

NY

VT

NH

CT RI

ME

MA

PA

NY

SoCal

NorCal

HI

NJ

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Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 20 Intended for Microsoft partner use only

FREE First migration project – first 30 seats free ($1500 max value)

20%OFF your second migration project ($3200 max value)

30%OFF your third migration project ($4800 max value)

Free-1-2-3.

The more you migrate the more you profit

1 2 3

Turbo Overview – Up to $10k Offer

Offer expires 2/28/15

https://www.skykick.com/ingram/

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David Jeffery West

Open Central

Bob Caponi Midwest

Maria Moran Northeast

Drew Ekes Canada

Michael

O’Donnell Southeast

Cloud Development Team Michael Perry, Director of Cloud Sales

Inside Cloud Sales Specialists

• Mustafa Jaffer – Canada

• Alex Fenner – East

• Lorie Littler – West & Central

Cloud Development Executives & Strategic Account Team

Jeff

Palazzo

(West)

Gary

Sicherman

(Central)

Kevin Lawless

(Northeast)

Michael

Cooper

(Southeast)


Closing Remarks, Q&A, Giveaway

https://www.surveymonkey.com/s/cloudutampa





Thank you

cloud university: ingram micro

Technology