optimize your installed base - ingram micro · 2015-09-12 · installed base with the renewal...

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_1

Optimize Your Installed Base

Richard Horsfield and Ryan KingstonDecember 11th, 2013


Optimize Your Installed Base

Working Together

Where to Sell It?

Why Installed Base?

Why Is It Important?

Attach and Renew

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


Ongoing Customer Network

Operational Challenges

Life cycle planning data is too hard to

find and use

With so many alerts –it’s hard to find the

ones that apply to me

Are my Cisco products covered with the right contracts?

So many products and contracts – it’s hard to

manage them all

Entitlement issues take too long to resolve

Network failures occur without

warning


Partner Growth and ProfitabilityPartner Growth and Profitability

Partners

+

Cisco

Optimize Engine Evolve Engine Innovate Engine

Evolve your services business with the Smart

Services Engine

Optimize your Installed Base

with the Renewal

Engine and Migration

Engine

Innovate through

adoption of solutions with the

Innovation Engine

Engines to build your business


Where to Sell It?

Customers with existing Cisco equipmentWill soon fall out of support • Equipment not covered

Discover and close these opportunitiesUsing systems, reports, and automated tools

Reduce operational costs • Increase profits • Free up your staff

the best short-term chance for services growth

Your installed base…

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


Why Is It Important?

n = 503

Revenue from New v. Existing Customers

71% Existing Customers

29% New Accounts

54.80%

61.40%

53.90%

41.20%

0% 10% 20% 30% 40% 50% 60% 70%

Maintenance and Support Services

Professional Services

Manages Services - Customer StillOwns Equipment

Public Cloud Services - ITaaS

Types of Services Resold, Delivered by Vendor


What Can We Offer to Help?

4 Primary Optimize Goals

Cisco and Ingram Micro programs

can aid your discovery process

Increase Attach

Cover Everything Maximize

Renew

Refresh Old Equipment

Leading Practices • Incentives • Services/Plays


SMARTnetOptimization:Attach and Renew


■ CEO Partner Attach Rate = 67.8%

– 16 Partners Metrics as of 11/2013

– 7 Partners at or above 70% (minimum rebate threshold)

– $224,000 in missed revenue

■ CEO Partner Renewal Rate = 39.7%

– 16 Partners Metrics YTD FY2014

– 3 Partners at or above 80% (minimum rebate threshold)

– $800,000 in missed revenue

■ $1.0M+ in cumulative missed TS bookings

The Opportunity is Present


Ingram Micro Reseller Services Portal


Inventory


Services Quoting


RSP: Auto Quotes


■ Single User Interface to simply manage installed base

■ New and Renewal quoting capabilities

■ Auto-Quote (CPAI)

■ Data customization & download

■ Client Direct

Reseller Services Portal


■ Low-Dollar Contract Automation

■ Delivery of quotes into market 90 days prior to contract expiration

■ Quotes Branded with Reseller Name and Logo

– End Client accesses VAR-Branded portal

■ Phone Support available inbound & outbound to drive closure

■ VAR has complete visibility and control

– Pricing

– Opportunity Threshold

– Ordering and Invoicing

Client Direct


Client DirectSTEP 1:

VAR OPTS-IN TO PROGRAM

STEP 2:QUOTES ARE GENERATED

STEP 3:END CLIENT RECEIVES QUOTE & SELECTS ORDER OR CONTACTS

SMARTNET SERVICE DESK

STEP 4:VAR RECEIVES ORDER & TRANSACTS

ORDER THROUGH THE RSP

STEP 5:INGRAM MICRO PROCESSES

ORDER & SENDS VAR THE INVOICE

AGENT FOLLOWS UP TO VERIFY QUOTE &

HELP PROCESS ORDERS


Client Direct: Customer Notification

End Client Selects

Buy Now

Branded with VARs Logo


IBLM

• Direct Access via iPad & Portal

• Last-Date-of-Support Devices with Active Service Agreement

• Filter by Customer, Location, Product and Last-Date-of-Support

• Map Cisco Campaigns to Base

• So far, $2B in Refresh Leads DL

Your Installed Base Has Arrived

www.cisco.com/go/iblm


■ Product Refresh = $7,149,170

■ Service Attach = $426,148

■ Total Sales Oppty = $7,575,318

Opportunity represented is Today - 2014

IBLM: CEO Partner Opportunity


Call To Action


Join Our Journey


Join Our JourneyAttend the 1:1 consultations

Understand where Cisco is going and how you can differentiate and be profitable

Meet with the SME’s in the Breakout sessions

Setup appointment with Ingram Micro and sign-up for Services Advantage

Let Ingram Micro’s Automation Platform help you

Stay the

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


Thank You

optimize your installed base - ingram micro · 2015-09-12 · installed base with the renewal...

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