Cloud

PROGRAM OVERVIEW

ACE Partner Program

Cloud

Cloud SolutionsBringing Clarity to the Cloud

Cloud

Arrow’s Cloud Strategy

‒ Arrow offers the channel partner community the opportunity to sharpen their cloud go to market reach and strategy by delivering:

‒ A set of compelling offerings (Cloud Services - IaaS, PaaS and SaaS; Cloud

builder products; & complementary Cloud enabling services and products)

‒ A platform (ArrowSphere) managing the aggregation, brokerage and

reporting of best of breed reliable cloud services and PAYGO (e.g. SPLA &

VSPP) software

‒ A methodical enablement approach that includes business transformation,

technical expertise, lead generation, channel creation and financial services

‒ Supporting partners in either the build and/or the resell of best in class Cloud Services

With ACE, a rich

management platform

and a set of "best in

class" products and

managed services,

Arrow is the trusted

advisor for VAR and

MSP’s in their journey

to the Cloud

Cloud

2. EDUCATE 3. EXECUTE 4. DEMAND

ACE is the Arrow enablement program designed to help our Channel Partners accelerate their on ramp to the Cloud and build a business based on high demand, profitable Cloud solutions using the ArrowSphere platform and Arrow’s robust cloud portfolio.

Helping Partners prepare and plan for Cloud business model transformation

Building technical and sales expertise

Providing pre-sales support, ArrowSphere (ERP for Cloud) provisioning, ordering and billing

Utilizing marketing and demand generation tools to build pipeline

ACE Program for Partners

Program Phases

1. ENABLE

Cloud

What are the benefits for our partners?Shorten the time to market for cloud solutions while reducing risk

Increase sales efficiency, while creating profitable, measureable growth

Pre-sales and post-sales cloud opportunity support

Access to the ArrowSphere portal for simplified ordering and billing

Becoming a trusted advisor with your existing customer base

Increase business valuation by introducing reoccurring revenue streams

Increase end user mind share and attract more of the shifting I.T. spend while maintaining current lines of business

Cloud

Arrow has developed a multi-step program that evaluates where a partner is in their cloud business maturity and then determines the steps that are necessary for success

Emerging, Growth or Focus

1. ENABLE

Enabling partners for success

Identify maturity level

Define the roadmap

Connect with strategic service providers

Learn the Tools

Measure and Adjust

Cloud

As cloud computing becomes more mainstream, cloud certification is a way to demonstrate value, market specialties, and keep up to date on cloud technology.

ACE Cloud Certified

Core Cloud Fundamentals

Technical and/or Sales Tracks

2. EDUCATE

Technical and Sales Education

Cloud

Education Components

Sales TrackCore Cloud

FundamentalsACE CertificationTechnical Track

(Solution Provider Focused )

Associated Fee

‒ Sales and Solution Selling (Part One)

‒ Sales and Solution Selling (Part Two)

‒ On-going Education Modules

‒ Cloud Essentials‒ ArrowSphere

Fundamentals

‒ Partner Level Accreditation‒ Individual Level

Certification

‒ Infrastructure/Storage‒ Migration‒ Security‒ General Cloud

2. EDUCATE

Cloud

Core Cloud Fundamentals

Cloud Essentials ArrowSphere Fundamentals

‒ Characteristics of cloud services from a business perspective

‒ Business value of cloud computing‒ Technical perspective/cloud types‒ Steps to successful adoption‒ Impact and changes on IT service management‒ Risks and consequences

‒ Overview of the platform and general functions‒ Introduction to solution providers available in

your catalog‒ Creating reports that can be used to report

usage to solution providers‒ Introduction to Infrastructure as a Service (IaaS)

finder and modeling tools

2. EDUCATE

Cloud

Provider Focused Technical Track

InfrastructureInstruction and hands on labs from cloud service providers like SoftLayer, RackSpace, CenturyLink and others.

SecurityTraining programs providing the tools needed to sell and support security services from providers like Intel and IBM.

General CloudValidates the knowledge and best practices required of IT practitioners working in cloud computing environments.

Cloud MigrationTraining on the tools and methodology required to migrate applications and data to a cloud environment.

2. EDUCATE

Cloud

Sales Track

Day 1‒ Gain insight, ideas and practice related to selling

cloud solutions

‒ The current cloud services landscape

‒ The CxO business landscape

‒ Bridging IT capabilities with business requirements

‒ The financial drivers of cloud services

‒ A cloud services case sales case study

Day 2‒ Developing customer insights related to

cloud services

‒ The business justification process for cloud

‒ Creating a cloud business conversation

‒ Practice the cloud services conversation

‒ Developing your customer action plan

Ongoing – continuing education that builds off the core two day learning

2. EDUCATE

Cloud

Ace Certification

Partner LevelACE Accreditation at the partner level gives distinction and

credibility in the cloud marketplace, validates the firms

knowledge of cloud computing and provides a focused

commitment to cloud technology for their end users.

Individual LevelACE Certification at the individual level gives distinction and

credibility in the cloud marketplace, validates their own

individual understanding of cloud computing and highlights a

commitment to their customers utilizing cloud technology.

2. EDUCATE

Cloud

Arrow Cloud Services has developed a start to finish process that can help partners identify, architect and win cloud business.

‒ ArrowSphere portal

‒ Pre-Sales Support

‒ Post sales support

‒ Consolidated invoicing

3. EXECUTE

Execution on pre-sales and order support

Cloud

Working in tandem with Arrow’s cloud solution providers, we have developed MDF opportunities that can help fund different types of demand programs.

‒ Market Development

‒ Marketing tools and collaboration

‒ End user lead gen programs

‒ Utilization of web and social media to create awareness

‒ Lead tracking and activity effectiveness assessment

4. DEMAND

Marketing and Demand Generation

Cloud

Next steps

1. Engage with the Arrow Cloud Business Development Team

2. Participate in the Partner Qualification Assessment with Arrow

3. Sign up for the ArrowSphere portal

Cloud

877.558.6677

ecscloudservices@arrow.com

Contact us

Find out more about ArrowSphere

and Arrow Cloud Services