© 2014 Westcon and/or its affiliates. All rights reserved. Westcon Confidential

Westcon Business

Transformation Playbook

for

Westcon Cloud Services Resellers

An introduction to the Westcon Cloud

Services Reseller program and guidance

on how to transform your business to

take advantage of the growing cloud

opportunity.

This playbook is intended for Westcon Resellers that are in the process of making the transition to the cloud. Signing up as a Westcon Cloud Services

Reseller is required to use this playbook. If you are not currently a Westcon Cloud Services Reseller, please contact wnz-cloud@westcon.com

Marketing Getting

Started

Business

Model Sales Services

Solution &

Opportunity

Tools &

Resources

Westcon

Overview

Launch

Activities

www.nz.cloud.westcon.com

© 2014 Westcon and/or its affiliates. All rights reserved. Westcon Confidential

Partner Business Transformation

Using This

Playbook Cloud Partner

Program

Cloud Services

Reseller

Cloud

Providers

Westcon Cloud

Strategy

What is included in this playbook?

Are you a traditional Westcon Reseller Partner? Are you thinking about or have you recently added

Cloud Services to your portfolio but are still trying to make the necessary transformation in your

business model?

The Partner Business Transformation playbook has been developed specifically with you in mind.

As a valued Westcon Partner, we recognize that you need help in making the transition to this new

business model. The Business Transformation Playbook is intended to be a comprehensive

resource you can leverage to assist you in your journey to the cloud.

We designed this playbook to provide you and your teams with the information and resources needed to

support your business as you make the transition to cloud based solutions offerings

Solution & Opportunity

Understand the market

opportunity and Westcon

Cloud offerings

Services

Recognize that your services

will be different in the Cloud

environment

Marketing

Be prepared to tell a slightly

different story to a new set of

buyers

Launch Activities

Learn the next steps to getting

your company and sales team

ready to execute.

Business Model

Identify the impacts that

cloud solutions can have

on your bottom line

Sales

Identify key changes required

in your sales structure, sales

model and sales

compensation programs

Tools & Resources

Learn how Westcon can help

you make the transition to

becoming a Cloud Services

Reseller

Getting Started

Let us help you transition some

of your business to the cloud.

Here are next steps

Marketing Getting

Started

Business

Model Sales Services

Solution &

Opportunity

Tools &

Resources

Westcon

Overview

Launch

Activities

Partner Business Transformation

© 2014 Westcon and/or its affiliates. All rights reserved. Westcon Confidential

Partner Business Transformation

Using This

Playbook

Cloud Partner

Program

Cloud Services

Reseller

Cloud

Providers

Westcon Cloud

Strategy

We are here to help enable our Resellers to Build, Provide, White-label & Resell Cloud Solutions in partnership with our catalogue of vetted and highly capable Cloud Service Providers.

Enable Partners to build, provide, White-label & resell

private, public or hybrid clouds

Solutions & Services for

Building & Providing

Clouds

Accelerating time to market, reducing costs, driving growth and increasing

profitability

Leverage Assets to Drive

Partner GTM

Rich Ecosystem of

Integrated Solutions

Develop & expand an ecosystem to develop,

deliver & enhance Cloud Services

Enable Partners to accelerate this transition to

new business models

Develop Demand for

Cloud Services

Marketing Getting

Started

Business

Model Sales Services

Solution &

Opportunity

Tools &

Resources

Westcon

Overview

Launch

Activities

Partner Business Transformation

© 2014 Westcon and/or its affiliates. All rights reserved. Westcon Confidential

Partner Business Transformation

Using This

Playbook

Cloud Partner

Program Cloud Services

Reseller

Cloud

Providers

Westcon Cloud

Strategy

The Westcon Cloud Distribution program defines Westcon ’s partner-led, end-to-end cloud solution go-to-market strategy and

encompasses three tracks that map to the three primary business models in the cloud marketplace.

The program is designed to be inclusive and has tracks for all Westcon Resellers regardless of their size, business model, or market

segment focus. The program also uses partners’ existing investments in the certifications and specializations of Cloud Service Provider

ecosystems, thereby lowering the cost of entry.

Build and Sell

Public/Private/Hybrid Clouds

to Customers and Cloud Providers

Cloud

Builder

Cloud

Provider

Cloud

Services

Reseller

Marketing Getting

Started

Business

Model Sales Services

Solution &

Opportunity

Tools &

Resources

Westcon

Overview

Partner Business Transformation

Launch

Activities

Manage and Sell

Cloud Services to

Customers

Resell Providers’ Cloud Services to

Customers

© 2014 Westcon and/or its affiliates. All rights reserved. Westcon Confidential

Partner Business Transformation

Using This

Playbook

Cloud Partner

Program Cloud Services

Reseller

Cloud

Providers

Westcon Cloud

Strategy

Marketing Getting

Started

Business

Model Sales Services

Solution &

Opportunity

Tools &

Resources

Westcon

Overview

Partner Business Transformation

Launch

Activities

What is a CSP & a CSR?

Cloud Service Provider

A provider of Cloud Services to the

market via the Westcon Cloud

Catalogue. In the traditional sense

usually known as a Vendor. Example:

Amazon

CSP CSR

Cloud Service Reseller

A reseller of the CSP’s services into your

clients. Traditionally a Westcon VAR.

© 2014 Westcon and/or its affiliates. All rights reserved. Westcon Confidential

Partner Business Transformation

Using This

Playbook

Cloud Partner

Program

Cloud Services

Reseller Cloud

Providers

Westcon Cloud

Strategy

The Westcon Cloud Distribution Services program has been designed for Westcon Resellers that are interested in reselling a Cloud

Service to their customers but are not interested in building their own service offering or want to augment their own service offering with

additional services. Westcon Resellers are encouraged to engage with the appropriate Westcon Cloud Providers that offer the

services that meet the needs of your customers.

Resell Providers Cloud Services to

Customers

Cloud

Services

Reseller

Requirements

•Sign Westcon Cloud Services

Reseller Contract

•Valid Contract with Westcon Cloud

Provider

•Recommended to have a dedicated

cloud customer relationship manager

Benefits

•CSP’s promotion of Cloud Services

Reseller designation

•Demand generation marketing and

enablement assets

• Higher margins than CPE sales

Marketing Getting

Started

Business

Model Sales Services

Solution &

Opportunity

Tools &

Resources

Westcon

Overview

Partner Business Transformation

Launch

Activities

© 2014 Westcon and/or its affiliates. All rights reserved. Westcon Confidential

Partner Business Transformation

Using This

Playbook

Cloud Partner

Program

Cloud Services

Reseller

Cloud

Provider Westcon Cloud

Strategy

Westcon has created a Cloud Catalogue that contains a selection of National and International Cloud Partners. Our Cloud Catalogue

and Cloud Providers are now available to partner with our new breed of Cloud Resellers. Our Cloud Service Providers are committed to

working with you to assist in winning business and expanding your services to include their offerings.

Marketing Getting

Started

Business

Model Sales Services

Solution &

Opportunity

Tools &

Resources

Westcon

Overview

Launch

Activities

Partner Business Transformation