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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