Optimize Your Installed Base

1. Optimize Your Installed Base Richard Horsfield and Ryan Kingston June 19, 2013

2. Optimize Your Installed Base Working Together Where to Sell It? Why Installed Base? Why Is It Important? Attach and Renew Join Our Journey Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

3. Working Together on our Journey Where We’re Going What to Sell Where to Sell It    Evolve Optimize Transform  Create new profit centers (Partner of the Future) Take advantage of future opportunities Increase services revenues (Leveraging Smart capabilities) Move up the decision tree to transformation opportunities Maximize your installed base (Opportunity Development with IBLM) Reduce operational costs and create space to transform What + Why  Renew Attach Programs + Offers What Services? Product Support  Managed Services  Professional Services What Solutions? Cloud  Mobility  Apps Refresh Cover Renewals Engine  Migration Engine Leading Practices Leading Practices Leading Practices  Resources + Incentives Incentives (DIY) Incentives (DIY) Incentives (DIY) Services/Plays (Outsource) Services/Plays (Outsource) Services/Plays (Outsource) Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

4. Where to Sell It? Customers with existing Cisco equipment Will soon fall out of support Equipment not covered Discover and close these opportunities Using systems, reports, and automated tools Reduce operational costs Increase profits Free up your staff • Your installed base… • the best short-term chance for services growth Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

5. Ongoing Customer Network Operational Challenges Network failures occur without warning Are my Cisco products covered with the right contracts? Entitlement issues take too long to resolve With so many alerts – it’s hard to find the ones that apply to me So many products and contracts – it’s hard to manage them all Life cycle planning data is too hard to find and use

6. Why Is It Important? Types of Services Resold, Delivered by Vendor Revenue from New v. Existing Customers 29% New Accounts n = 503

7. Attach + Renew

8. The Opportunity is Present • CEO Partner Attach Rate = 66.23% • 26 Partners Metrics as of June 2013 • 13 Partners at or above 70% (minimum rebate threshold) • $1.3M in missed revenue • CEO Partner Renewal Rate = 52.94% • 26 Partners Metrics YTD FY2013 • 4 Partners at or above 80% (minimum rebate threshold) • $5.7M in missed revenue • $7.0M in cumulative missed TS bookings

9. Ingram Micro Reseller Services Portal

10. Inventory

11. Services Quoting

12. RSP: Auto Quotes

13. Reseller Services Portal • Single User Interface to simply manage installed base • New and Renewal quoting capabilities • Auto-Quote (CPAI) • Data customization & download • Client Direct CEO Partners: 9 Registered, 1 User

14. Client Direct • 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

15. Client Direct STEP 1: VAR OPTS-IN TO PROGRAM STEP 2: QUOTES ARE GENERATED STEP 3: END CLIENT RECEIVES QUOTE & SELECTS ORDER OR CONTACTS SMARTNET SERVICE DESK AGENT FOLLOWS UP TO VERIFY QUOTE & HELP PROCESS ORDERS STEP 4: VAR RECEIVES ORDER & TRANSACTS ORDER THROUGH THE RSP STEP 5: INGRAM MICRO PROCESSES ORDER & SENDS VAR THE INVOICE

16. Client Direct: Customer Notification Branded with VARs Logo End Client Selects Buy Now

17. IBLM Your Installed Base Has Arrived • 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 Unlock the revenue within your base, today www.cisco.com/go/iblm

18. IBLM: CEO Partner Opportunity • Product Refresh = $11,915,284 • Service Attach = $710,247 • Total Sales Oppty = $12,625,531 Opportunity represented is Today - 2014

19. What Can We Offer to Help? • Cover Everything • Maximize Renew 4 Primary Optimize Goals • Increase Attach • Refresh Old Equipment Cisco and Ingram Micro programs can aid your discovery process Leading PracticesIncentivesServices/Plays

20. Call To Action

21. Join Our Journey

22. Join Our Journey Attend the 1:1 consultations Understand where Cisco is going and how you can differentiate and be profitable Meet with the SME’s in the Breakout sessions Setup appointment with Ingram Micro and sign-up for Services Advantage Let Ingram Micro’s Automation Platform help you Stay the Course Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

23. Thank You