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Optimize Your Installed Base

Optimize Your Installed Base. Ryan Kingston Manager, US & Canada Distribution Services June 4th , 2014. Optimize Your Installed Base. Working Together Where to Sell It? Why Installed Base? Why Is It Important? Attach and Renew Join Our Journey.

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Optimize Your Installed Base

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  1. Optimize Your Installed Base Ryan Kingston Manager, US & Canada Distribution Services June 4th, 2014

  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. 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

  6. SMARTnet Optimization:Attach and Renew

  7. The Opportunity is Present • CEO Partner Attach Rate = 67.8% • 20Partners Metrics as of 5/2014 • 10Partners at or above 80% (minimum rebate threshold) • $1.7Min missed revenue • CEO Partner Renewal Rate = 39.7% • 20Partners Metrics YTD FY2014 • 5Partners at or above 75% (minimum rebate threshold) • $5.4Min missed revenue • $7.0M+ in cumulative missed TS bookings

  8. Ingram Micro Reseller Services Portal

  9. Inventory

  10. Services Quoting

  11. RSP: Auto Quotes

  12. 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: 11Registered, 5 Users

  13. 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

  14. 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

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

  16. 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

  17. IBLM: CEO Partner Opportunity • Product Refresh = $7,149,170 • Service Attach = $426,148 • Total Sales Oppty = $7,575,318 Opportunity represented is Today - 2015

  18. Call To Action

  19. Join Our Journey

  20. 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.

  21. Thank You

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