Ingram Micro 2014 PowerPoint Template
Ingram Micro: Cloud Management Services Category 101 Training Steve Czerniejewski , Channel Account Specialist II – Cloud, North America February 12, 2015
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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Agenda • • • • • •
What is Cloud Management Services (CMS)? Why is CMS nearly 50% of Cloud Services revenue? Pro’s & Cons of Offerings Business Case for the Reseller Partner Business Case for Reseller Partner End-Clients Financial Impact: How CMS Services Grow Revenue in Other Areas • Next Steps • Questions & Answers Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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Cloud Management Services • One of 5 Ingram Categories: −
− − − −
Cloud Management Services • Remote Monitoring • Ticketing • Outsourced NOC • Help Desk Communication & Collaboration Infrastructure Platform Security Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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CMS: Nearly 50% of Ingram Services Revenue • Largest & Fastest Growing Category • Foundation offerings for successful Cloud Practice • Importance of Partners Making Right Offering Selections
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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Pros & Cons of Monitoring Services • Pros: −
Visibility into end clients environment − Quicker & less costly remediation − Uncover hardware sale opportunities
• Cons: −
Takes time to select the right tool − Need to train technicians to take advantage of efficiencies − Need to consider impact on complimentary offerings
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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Ticketing Systems • Pros: −
Capture all technical calls & billing − Integrations to remote monitoring, NOC, help desk, financial systems − Creates efficiencies on process flows
• Cons: −
Takes time to set-up & implement − Does not produce recurring revenue − Involves nearly all key personnel within company
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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Network Operation Center (NOC) • Pros: 24x7x365 “eyes on the glass” − Integrations to remote monitoring, Ticketing Systems − Optimize Internal Technicians −
• Cons: −
Expensive to set-up NOC in house − Value proposition not easy to convey − Involves tight coordination with internal technical team
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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Outsourced Help Desk • Pros: −
Quickly & easily scale
−
Integrates with remote monitoring & ticketing
−
Efficient use of internal technical resources
• Cons: −
Limited to SLA’s & Scope of offering
−
May have invested heavily in internal help desk
−
Easy for other partners to also offer
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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Business Case: Reseller • Visibility into End-Client entire IT environment • Efficient use of high-level technicians • Quick & less costly resolution of technical issues • Adds value to other service offerings & drives additional hardware revenues • Sticky end client relationships • High margin Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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Business Case: End Client • • • • •
Reduced downtime Quicker resolution of many technical issues Early warning of infrastructure problems Business case for efficient hardware refresh Partner greater understanding of environment • Easily scale business without concern of technology limitations • Higher recognized value, willing to pay more Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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Partner Financial Impact • Predictable recurring revenue (15-25% margins) • Improve cash flow (reduce peaks & valleys) • Bundling of services make for unique value delivery • Higher Financial valuation of Reseller company • Higher personnel retention • Quicker Growth Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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Next Steps • Engage CMS team for one-on-one consulting: − −
Phone: 800-705-7057, option 1 Email: [email protected]
• Look out for our upcoming CMS 201 session (Feb 26 2015) • Reach out to: Steve Czerniejewski − −
Phone: 716-633-3600 x67174 Email: [email protected]
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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Questions
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
13
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
14
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
1
1405002
Agenda • • • • • •
What is Cloud Management Services (CMS)? Why is CMS nearly 50% of Cloud Services revenue? Pro’s & Cons of Offerings Business Case for the Reseller Partner Business Case for Reseller Partner End-Clients Financial Impact: How CMS Services Grow Revenue in Other Areas • Next Steps • Questions & Answers Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
2
1405002
Cloud Management Services • One of 5 Ingram Categories: −
− − − −
Cloud Management Services • Remote Monitoring • Ticketing • Outsourced NOC • Help Desk Communication & Collaboration Infrastructure Platform Security Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
3
1405002
CMS: Nearly 50% of Ingram Services Revenue • Largest & Fastest Growing Category • Foundation offerings for successful Cloud Practice • Importance of Partners Making Right Offering Selections
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
4
1405002
Pros & Cons of Monitoring Services • Pros: −
Visibility into end clients environment − Quicker & less costly remediation − Uncover hardware sale opportunities
• Cons: −
Takes time to select the right tool − Need to train technicians to take advantage of efficiencies − Need to consider impact on complimentary offerings
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
5
1405002
Ticketing Systems • Pros: −
Capture all technical calls & billing − Integrations to remote monitoring, NOC, help desk, financial systems − Creates efficiencies on process flows
• Cons: −
Takes time to set-up & implement − Does not produce recurring revenue − Involves nearly all key personnel within company
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
6
1405002
Network Operation Center (NOC) • Pros: 24x7x365 “eyes on the glass” − Integrations to remote monitoring, Ticketing Systems − Optimize Internal Technicians −
• Cons: −
Expensive to set-up NOC in house − Value proposition not easy to convey − Involves tight coordination with internal technical team
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
7
1405002
Outsourced Help Desk • Pros: −
Quickly & easily scale
−
Integrates with remote monitoring & ticketing
−
Efficient use of internal technical resources
• Cons: −
Limited to SLA’s & Scope of offering
−
May have invested heavily in internal help desk
−
Easy for other partners to also offer
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
8
1405002
Business Case: Reseller • Visibility into End-Client entire IT environment • Efficient use of high-level technicians • Quick & less costly resolution of technical issues • Adds value to other service offerings & drives additional hardware revenues • Sticky end client relationships • High margin Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
9
1405002
Business Case: End Client • • • • •
Reduced downtime Quicker resolution of many technical issues Early warning of infrastructure problems Business case for efficient hardware refresh Partner greater understanding of environment • Easily scale business without concern of technology limitations • Higher recognized value, willing to pay more Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
10
1405002
Partner Financial Impact • Predictable recurring revenue (15-25% margins) • Improve cash flow (reduce peaks & valleys) • Bundling of services make for unique value delivery • Higher Financial valuation of Reseller company • Higher personnel retention • Quicker Growth Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
11
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Next Steps • Engage CMS team for one-on-one consulting: − −
Phone: 800-705-7057, option 1 Email: [email protected]
• Look out for our upcoming CMS 201 session (Feb 26 2015) • Reach out to: Steve Czerniejewski − −
Phone: 716-633-3600 x67174 Email: [email protected]
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
12
1405002
Questions
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
13
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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