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Optimize Your Installed Base

Ryan KingstonManager, US & Canada Distribution Services

June 4th, 2014

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Optimize Your Installed BaseWorking Together

Where to Sell It?

Why Installed Base?

Why Is It Important?

Attach and Renew

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What Solutions?Cloud Mobility Apps

What to Sell

Increase services revenues (Leveraging Smart capabilities)

Move up the decision tree to transformation opportunities

Evolve

Where We’re Going

Create new profit centers(Partner of the Future)

Take advantage of future opportunities

Transform

What Services?Product Support Managed

Services Professional Services

Leading PracticesIncentives (DIY)

Services/Plays (Outsource)

Leading PracticesIncentives (DIY)

Services/Plays (Outsource)

Working Together on our Journey

What + WhyPrograms + Offers Resources + Incentives

Where to Sell It

Maximize your installed base (Opportunity Development with IBLM)

Reduce operational costs and create space to transform

Optimize

Leading PracticesIncentives (DIY)

Services/Plays (Outsource)

Renewals Engine Migration Engine

Attach RenewCover Refresh

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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…

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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

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SMARTnet Optimization:

Attach and Renew

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■ CEO Partner Attach Rate = 67.8%– 20 Partners Metrics as of 5/2014– 10 Partners at or above 80% (minimum rebate threshold)– $1.7M in missed revenue

■ CEO Partner Renewal Rate = 39.7%– 20 Partners Metrics YTD FY2014– 5 Partners at or above 75% (minimum rebate threshold)– $5.4M in missed revenue

■ $7.0M+ in cumulative missed TS bookings

The Opportunity is Present

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Ingram Micro Reseller Services Portal

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Inventory

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Services Quoting

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RSP: Auto Quotes

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■ Single User Interface to simply manage installed base■ New and Renewal quoting capabilities■ Auto-Quote (CPAI)■ Data customization & download■ Client Direct

Reseller Services Portal

CEO Partners: 11 Registered, 5 Users

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■ 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

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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

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Client Direct: Customer Notification

End Client Selects Buy Now

Branded with VARs Logo

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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

Unlock the revenue within your base, todaywww.cisco.com/go/iblm

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■ Product Refresh = $7,149,170■ Service Attach = $426,148■ Total Sales Oppty = $7,575,318

Opportunity represented is Today - 2015

IBLM: CEO Partner Opportunity

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Call To Action

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Join Our Journey

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Join Our JourneyAttend the 1:1 consultationsUnderstand where Cisco is going and how you can differentiate and be profitableMeet with the SME’s in the Breakout sessionsSetup appointment with Ingram Micro and sign-up for Services AdvantageLet Ingram Micro’s Automation Platform help you

Stay the

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Thank You