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Ingram Micro Service

Advantage Program

James SkeltonDecember 11th 2013

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Agenda

Program Overview

Why Service Advantage?

Service Advantage Process Outline

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

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Service Advantage Vision

To create a high-value experience for select partners currently engaging with Ingram Micro for Cisco Services

Jointly develop and deliver goal-oriented plans to grow Cisco Services Business based on metrics, best practices and business tools.

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Service Advantage Program Overview

YOU

CISCO

INGRAM

MICRO

For Ingram Micro’s mosthighly-engaged partners

An Exclusive Program

In-depth analysis of your current Cisco business

Understand your direction and goals

Provide a prescription for services-led growth

Give you the tools to execute on the plan and move your business forward

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Benefits …By the Numbers

Partners that have engaged directly with Cisco have realized

61%YoY Services Growth

24%YoY Product Growth

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Service Advantage Process

1 Collaborative program review with partner executive management

2 Authorize Cisco to share services business data with Ingram Micro. Discovery call with Ingram Micro.

3 Ingram Micro will create and present findings, goals, and plans to grow services business

4Regular engagement to execute plan, monitor progress, and measure results

Program Introduction

Discovery & Metrics

Build Custom Plan

Deliver Plan

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Discovery

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Understanding your approach to Services Attach and Renew

Review of Performance Metric Data

Understanding roles

and responsibilities

How soon do you

quote service

renewals?

Using contract data for

upsell and refresh?

What Tools

Do You Use?

Current Attach and

Renew Rates?

Smart Services?

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Baseline Metrics

YoY Revenue

Current Attach Rate

Current Renewal Rate

Goals

YoY Revenue Growth

Attach Rates Growth

Renewal Rates Growth

Incentive Opportunity

$1,500 Per Quarter for Goal AttainmentConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

Custom Plan

Setting Achievable Goals againstKey Performance Metrics:

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1. Comprehensive Review of Services Installed Base

2. Determine Customer threshold for Automation

3. Assign responsibility for Renewals

4. E-Consulting Review and Analysis

5. Schedule Monthly call to review opportunities

Custom Plan

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E-ConsultingOverall Rebates Summary QTD

Month End Metrics: November 2013

Maximize your Sales Performance Rebate by taking action on missed opportunities.

Sales Performance and Rebate

Metric Service Coverage Service Opportunity Metric ValueProjected Rebate

*

Consolidated Attach Rate (LLW Adj) $502,204 $567,991 88.4% 2.84%

Renewal Rate - SE QTD $493,042 $1,006,357 49.0% 0.00%

Current Projected Sales Rebate FQTD 2.84%

Premium Services Rebate* 1.00%

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E-ConsultingTop 20 Attach Opportunities Last 12 Months

Top 20 Indirect Attach (LLW Adj)1 Opportunities

Install-Site Name Total Opportunities (USD)

Service Covered (USD)

Remaining Opportunities (USD)

Attach Rate

XXXXXXXXXXXX $36,663 $15,327 $21,336 41.8%

XXXXXXXXXXXX $21,804 $5,400 $16,404 24.8%

XXXXXXXXXXXX $10,475 $4,312 $6,163 41.2%

XXXXXXXXXXXX $25,668 $20,675 $4,993 80.5%

XXXXXXXXXXXX $13,782 $10,806 $2,976 78.4%

XXXXXXXXXXXX $2,578 $460 $2,118 17.8%

XXXXXXXXXXXX $4,807 $3,421 $1,386 71.2%

XXXXXXXXXXXX $1,414 $156 $1,258 11.0%

XXXXXXXXXXXX $1,797 $599 $1,198 33.3%

XXXXXXXXXXXX $12,771 $11,600 $1,171 90.8%

XXXXXXXXXXXX $5,860 $4,790 $1,070 81.7%

XXXXXXXXXXXX $4,890 $4,094 $796 83.7%

XXXXXXXXXXXX $2,202 $1,516 $686 68.8%

XXXXXXXXXXXX $1,766 $1,118 $648 63.3%

XXXXXXXXXXXX $620 $12 $608 1.9%

XXXXXXXXXXXX $1,734 $1,342 $392 77.4%

XXXXXXXXXXXX $1,956 $1,618 $338 82.7%

XXXXXXXXXXXX $213 $0 $213 0.0%

XXXXXXXXXXXX $180 $0 $180 0.0%

XXXXXXXXXXXX $142 $0 $142 0.0%

Total $151,322 $87,246 $64,076 57.7%

Month End Metrics: November 2013

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E-ConsultingFindings and Recommendations: Attach Rate

Month End Metrics: November 2013

FindingOptimize your Services Attach Rate to receive a higher rebate.

DiagnosisPartner Type = Tier 2 and 80% <= AR < 90%

RecommendationOptimize your Services Attach Rate and consistency of your services offering by considering the following:1. Implement a sales governance process that ensures that all efforts have been made to attach services at the point of sale.2. Create sales process paths that lead the sales resources to logical attach opportunities.3. Monitor each order so that any order with less than three items on the invoice needs management approval.4. Know how to focus on the individual customer's need and the services they can attach that will be most effective to meet those needs.5. Set a goal to raise your Attach Rate higher to receive a greater rebate.

6. Provide incentives for sales to attain a higher Attach Rate goal with a compensation plan that rewards performance.

For more information, refer to:1. Selling Cisco Services: Moving Beyond the Fundamentals to Accelerate Growth in the Leading Practices for Partners section in Steps to Success.2. The services sales training provided by the Cisco Services Accelerate Program on training review.3. Account manager training.4. Cisco Services Partner Program Performance Management Appendix for 2-Tier Partners.5. CSPP Road to Services Rebates for 2-Tier Partners.

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E-ConsultingRenewal Rate Details FYTD

Month End Metrics: November 2013Estimated Renewal Opportunities FY14 to Date:

Estimated Actual Renewal FY14 to Date:

Estimated Multi-year Contracts:

Estimated Missed Renewal Opportunity FY14 to Date:

Estimated Missed Renewal Opportunity FY14 to Date (overdue – still available for renewal):

Indication of potential FY-end RR Result (based on performance FY14 To Date):

$ 0.376M

$ 0.272M

$ 0.090M

$ 0.104M

$ 0.012M

77.7%

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E-ConsultingTop 20 Un-Renewed Opportunities FYTD

Month End Metrics: November 2013

Estimated Total Un-Renewed Opportunities FYTD: $104,206

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E-ConsultingFindings and Recommendations: Renewal Rate

Month End Metrics: November 2013

Finding

Current Services Renewal Rate is below the minimum threshold to receive a rebate.

Diagnosis

Partner Type = Tier 2 and RR < 75%

Recommendation

Your current Renewal Rate is below the minimum threshold to receive a rebate for the Cisco Services Partner Program. Improve your

services Renewal Rates by considering the following:

1. Establish a structured renewal process and timeline.

2. Most partners quote service at the point of sale. Twelve months later, when the contract is due to expire, the issue of service renewal

can sometimes be overlooked. Cisco provides you with an online, rolling window for all contracts associated with your company. This

includes contracts that are 60 days past due, as well as those contracts that are due to expire within 90 days. This tool may be used to

track all maintenance renewals and is located within the Cisco Service Contract Center in the Renewal Business Summary.

3. Use Cisco Service Contract Center to create service renewal quotes and place orders.

4. Optimize the use of your current sales resources by directing outside sales to look for new service sales opportunities and inside sales

to maintain and renew current service contracts.

5. Place ownership on inside sales to manage low dollar value contract renewals, uncovered equipment opportunities, and small

contract extensions.

6. Enable your sales resources to work collectively by implementing a customer relationship management system.

7. Motivate your sales team to work to the goal of achieving the minimum Renewal Rate to qualify for a Rebate from the Cisco Services

Partner Program.

For more information, refer to:

1. Selling Cisco Services: Attach Rate and Renewal Rate Fundamentals which provides guidance on how to optimize your conversion rate

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Deliver on PlanReview Performance

Tracking against metrics

Monthly progress report

Quarterly Business ReviewDemonstrate how program is

driving business results

Yearly Re-Evaluation

How has the engagement impacted the areas of focus?

Realignment of objectives to meet the changing direction

of your business

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Deliver on PlanOpportunity

Management

Single Point of Contact

Customized

Renewal and

Unattached

Reporting

Services

Best Practices

Training

Demand Generation Programs

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Automation

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Next Steps

Engage with your Ingram Cisco Services Channel Account

Specialist

Authorize Cisco to share your Services Data with Ingram and Schedule a

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

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Thank You

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Ingram Micro Cisco Services Team

Smart Services – All US

Mark UtzigMarket Development Specialist(800)456-8000 ext. mark.utzig@ingrammicro.com