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

Welcome to Connect & Grow Series: Essentials I Growing Your Cisco Practice

REMINDERS

Before we Take Off… • Three $50 AmEx Gift Cards will be drawn at the close of the session. • This webinar will be recorded and available 48 hours after the event at:

http://us-new.ingrammicro.com/ciscowebinars • This is your event – So please ask questions.

Please utilize the Q&A box or call in and ask your question live during the broadcast.

Thank you for being a valued Cisco partner!

And now let’s get going…

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

Connect & Grow Essentials I

Clay Carpenter Market Development Specialist II Advanced Solutions, Cisco Business Unit Clay.Carpenter@IngramMicro.com

August 9, 2016

Ian Schmitt Commercial Sales Associate, Cisco Systems iaschmit@cisco.com

Agenda

Welcome & Intro to Fly Higher

Why Cisco, Why Now?

Certifications & Specializations: What’s the Difference?

Certifications

Specializations

Basic Cisco Programs

Cisco Badge Channel Coverage

Cisco Commerce Workspace

Fly Higher: Our Team, Values, & Resources

Ingram Micro Professional Services with Cisco Technology

Ingram Micro Credit and Financial Services

Welcome to Fly Higher Our brand and go-to-market strategy for Cisco business at Ingram Micro is designed to give you the consultative experiences and resources you need to develop your Cisco practice

EXPERIENCE ENGAGEMENT DRIVE BUSINESS • Streamline and simplify

processes and procedures

• Full understanding of people and resources

• Client centered communication and collateral

• People = Value • Interact with our brand

and resources to build your business

• High touch, consultative approach

• Enablement and Business Planning

• Advanced Services • Operational Excellence

Believe in Fly Higher

Our Purpose: To simplify the Cisco experience so you can focus on what matters

What You Need to Know about Cisco Why should you make “big bets” on Cisco? It’s about innovative technology that drives market change, and a strategy focused around enabling partners to (profitably) position solutions that impact end client business models.

Cisco: Market Leadership Matters

No. 1 No. 1 No. 1 No. 1 No. 1

No. 1 No. 2 No. 1 No. 1

45% 43% 50% 64% 39%

41% 27% 47% 33%

Routing Edge/Core/Access

TelePresence Wireless LAN Switching Modular/Fixed

Voice

Web Conferencing

X86 Blade Servers

Storage Area Networks Security

Partners are Cisco’s Path to Market

0%

20%

40%

60%

80%

100%

1996 2000 2004 2015

Direct 62%

38% Channels

>90%

Cis

co R

even

ues

2008

<10%

2012

Certifications and Specializations D

epth

of E

xper

tise

Master

Advanced

Express

Specializations G

old

Premier

Select

Breadth of Expertise

Certifications

Cisco Cloud & Managed Services

Cisco Commerce Workspace Primary e-commerce tool for Cisco/Partner interaction

Fundamental day-to-day tool for: • Registering a deal • Configuring Solutions (hardware & software) • Attaching services to new hardware

MDS Trainings

Rewarding Early Engagement Deal-Based Incentives

Customer-Led

Partner-Led

Teaming

Hunting Partners can integrate their own and/or sell a Cisco qualified solution

Solution Led Selling (SIP)

Migrate their install base to: • Upgrade an existing network • Ensure outdated products stay

off the grey market

Technology Migration (TMP)

Partners are encouraged by Cisco to work together on Cisco-led accounts

Teaming (TIP)

Cisco rewards partners for bringing in new business

Hunting (OIP)

X CHANGE < 50k Enterprise Networking and Security

OIP Deal Approval Lifecycle

The Cisco Opportunity Incentive Program (OIP) is designed to encourage the profitability and success of its channel partners.

OIP rewards partners fairly and equitably who actively identify, develop, and win new business opportunities

Must have OIP to qualify for New Account Breakaway Must have OIP or TIP

Upgrade – Migrate Trade in Migration Program TMP

Core Base 42%

OIP/TIP 8%

Security Ignite 6%

Auto applies

ASA Refresh

2% - 10% OIP/TIP Plus

Core Base 42%

OIP/TIP 8%

SIP Solution

4%

Core Base 42%

OIP/TIP 8%

Collaborate Now

10%-35% Cisco Funded Network

Assessments CFNA

Incentives Stacking Scenarios

Core Base 42%

Hunting OIP 8%

Nexus New

Account Breakaway

Compute Base 61%

Hunting OIP 4%

UCS New

Account Breakaway

Core Base 42%

Hunting OIP 4%

Wireless

New Account

Breakaway

Core Base 42%

Demo, Lab NFR

Up to 38%

Core Base 42%

Seed it First time

buyer

Allow partners to build out proof of concept labs, create demo kits and upgrade internal networks by receiving generous discounts on select Cisco equipment

Up to 80% off on most Cisco products

Registered, Select, Premier, Silver & Gold

Program objective

Reward

Partner requirements

Ongoing Validity Dates

Register deal in CCW. Once approved, simply claim the reward when ordering How to use

Cannot be combined with other programs or promotions Combinations

NFR At-a-Glance

www.cisco.com/go/nfr

• To improve profitability and reward practice building

• Incents partners to build practices around specific technologies or architectures

• New tracks, sub-

tracks, included in each new six-month period

• Partners must have Specialization or ATP to enroll in specific tracks

• Enrollment is required

every six months, though three month enrollment is available

• VIP is the most well-known profitability program in the partner community

• VIP is currently in its 27th consecutive period

Value Incentive Program - REBATE PROGRAM

VIP Rebates Drive Partner Profitability

Purpose Benefits to Partner

Partner Requirements Did You Know?

www.cisco.com/go/vip

America’s Partner Organization Core Function - Partner Relationship Management

Programs, Certifications, Specializations, Training, Business Reviews, Goal Setting – help you succeed with Cisco!

Gold & Some Premier - Partner Account Manager (PAM) • In-territory. Mostly cover Gold partners & some Premier – coordinate territory partner activities. Premier - Virtual Partner Account Manager (VPAM) • Located in RTP-Raleigh. Some Premier partners have VPAM support. Others supported by

distribution

Select – Distribution Account Teams • Select partners have dedicated teams at distribution level Registered - Distribution Account Teams • Registered partners have dedicated teams at distribution level

Commercial Sales Organization What They Do – Opportunity and End User Account Management

End User Account Management, Opportunity Management, Demos, Pricing, Quoting, Closing Pipeline Management – help you win deals with Cisco!

TBM/CSA – Territory Business Manager/ Commercial Sales Associates • Commercial partner resources, TBM field focused and CSA is disti aligned GTAM – Geo-based territory AM • Sub-250 employee accounts and non-named accounts MMTAM – Mid-market territory AM • Mid-market named accounts ( +/- 250 – 1,000 employee accounts) VSAM – virtual sales AM • Inside sales support to GTAM, MMTAM, Select AM

ON COURSE 2.0

Partner Enablement Strategy Connect &

Grow Essentials I

Connect & Grow

Essentials II

Entry-Level Specialization

Process

Advanced Specialization

Select Partner Status

Vertical Architecture Expansion

KEY

Cisco Partner Level Checkpoint

Partner Action

Ingram Micro Value Add

Advanced Services Market Dev’t

Sales & Marketing Strategy

Market Development Consultation

Gold Partner Status Premier

Partner Status

How We Are Positioned to Help Partners

Market Development Executives

Strategy and onboarding through enablement resources and values, marketing and business planning, executive relationship

Market Development Specialists

Critical tools, opportunity flow, Cisco business processes, training, programs and promotions

Channel Account Specialists Subject matter experts in each architecture, business processes and enablement

Technology Consultants

Training and certification roadmap, field engineering contact, consultative approach

Inside Market Development Team

Channel Account Specialists

Architecture, vertical focus

SME on products, programs, key solutions initiatives

Services

Annuities advisors

Proactive services, attach renewal pipeline management

Operational Excellence & Training

Case management, POS requests, escalations, etc.

One-to-many trainings, tool and process consultants

Partner Development

Purely proactive Graduate partners up stack

Quarterback day-to-day activity

Manages day-to-day interaction with partners relating to Cisco

Deep understanding of general Cisco processes, tools, contacts

Liaison between partners and specialized BU resources

Operational advisor on order placement, quote, pipeline mgt.

Coordinates business development activity with field sales

Identifies opportunities in area of expertise, nurtures relationships

Deep understanding of products, programs, business outcomes

Specialization requirements, enablement schedules

Understands partners business needs, advises on proper resources

Coordinates business development activity with Cisco field sales

Security • Security Penetration Test

• Web App Vulnerability Assessment

• ASA with FirePOWER POV

• PCI/EMV Compliance Scanning*

PROFESSIONAL SERVICES

Ingram Micro Expert Data Center • Virtualization Planning + Design

Framework

• Virtualization Health Check

• Infrastructure Assessment

• Windows 2003 Server EOS Discovery

• Cloud Readiness

Access, Collaboration, Mobility • Voice & Video Readiness Assessments

Advanced Networking • Wireless Network Assessment

Credit and Financial Services Industry-Leading Credit Support Dedicated Credit Development Managers and on-site customer visits

Credit Solutions Across the Industry Open credit lines for product and service purchases Temporary credit support for large single orders or contracts Proactive credit line increases for growing customers Multiple PO Finance, Agent Model, and lockbox options Flexible lease and extended term finance options for your end users

Payment Solutions NEW easy access to manage Ingram Micro account with e-Invoicing and ePayment Automated Electronic Funds Transfer payments Direct payments from flooring and finance partners won’t consumer Ingram Micro credit line

The Cisco Experience Center $6M investment from Cisco and Ingram Micro

Exists to be leveraged as your own demo & Proof of Concept facility

Dedicated Ingram Micro/Cisco engineers facilitating demos & collaborating with eco-vendor contacts

Learn More About Cisco

Cisco 101 Series

• Intro to Technology – Switching – Sept 8 • Intro to Technology – Wireless – Sept 15 • Intro to Technology – Security – Sept 22 • Intro to Technology – Meraki – Sept 29 • Intro to Technology – Routing – Oct 6 • Intro to Technology – Data Center – Oct 13 • Intro to Technology – Collaboration – Oct 20

Contact your sales rep and/or the Experience Center for more details. REGISTER: http://us-new.ingrammicro.com/Pages/showcase-cisco-enablement.aspx

Experience Center Training Academy

Quick Hit Briefing Sessions A weekly partner briefing series designed for Cisco Commercial Territory partners

• Cisco products & solutions • Partner programs and promotions • Partner Enablement – demand generation, selling skills, closing tools, etc.

Next Quick Hit Briefing Session

#172 – Do You Meraki? Cloud-Based Networking and Communications Thursday August 11th, 2016 at 9:30 a.m. ET

Check http://cs.co/quickhit for registration links and replays

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

Questions? Clay Carpenter Market Development Specialist II, Ingram Micro – Cisco BU Clay.Carpenter@ingrammicro.com

Engage with our Team

• Our Market Development team will follow up with you to discuss the content in today’s webinar and help you plan your Cisco blueprint!

• A follow up email will be sent with important links including registration for Essentials II, Cisco tools, and how to contact us.

Learn more about our trainings, products or to contact us visit http://us-new.ingrammicro.com/ciscowebinars

Thank You