1. Ingram Micro Cloud
Bootcamp 22 juni
Paul Hermans
2012
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 111202_1
2. Agenda
Ingram Micro Strategie en Visie
Softlayer (IAAS) / Drew Jenkins
Microsoft Office 365 / Lisandro Antersyn en Andre Kieft
Symantec Cloud / Frank Rakke
Vragen
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 111202_2
3. IM Strategie en Visie
Het versterken van de value business en met name de
clouddiensten is een van de top 3 aandachtspunten
binnen de Global Ingram Micro Strategie.
Er zal niet 1 strategie zijn maar meerdere strategieën
zodat er voldaan kan worden aan de verschillende
businessplannen en bijbehorende wensen van de
reseller.
Hybride model (zowel product- als dienstverkoop)
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 111202_3
4. IM Advanced Solutions
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 111202_4
5. IM Advanced Technology
Solutions Pillars
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 111202_5
6. Ingram Micro Cloud
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 111202_6
7. IM CLOUD Strategie
Ingram wil binnen het kanaal DE aggregator, HET
aanspreekpunt en DE leidende kracht zijn op het
gebied van Clouddiensten!
Ingram zal een Cloud portal met Cloud marktplaats
implementeren die zich richt op:
Het leveren van technische diensten voor het inrichten en
installeren van clouddiensten
Het bieden van een totale cloudportfolio (aggregating)
Automatisering van transacties (automatic billing)
Stroomlijnen van het online aankoopproces
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 111202_7
8. Ingram Micro Cloud
Hoe gaat IM de reseller helpen bij het aanbieden en
verkopen van Clouddiensten?
Channel Transformation Alliance
Advanced Solution Cloud
Cloud Portal
» Ingram Micro Marktplaats
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 111202_8
9. Channel Transformation Alliance
Wat is de Channel Transformation Alliance?
Een Europese samenwerking tussen toonaangevende
cloudleveranciers en Ingram Micro om het resellerkanaal te helpen
de overstap te maken naar het nieuwe businessmodel of het
businessmodel helpen te optimaliseren voor het leveren van
Clouddiensten.
Wie is de Channel Transformation Alliance?
HP
Microsoft
Symantec
APC
CA Technologies
Kingston Technology
Others
Local players
Ingram Micro
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 111202_9
10. Channel Transformation Alliance
www.channeltransformation.com
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 111202_10
11. Advanced Solution Cloud
Hoe gaat de Ingram Micro de reseller helpen bij
het aanbieden en verkopen van
Clouddiensten?
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 111202_11
12. Advanced Solution Cloud
Education
3 top events per maand
Pathway to the cloud (resellers niet bekend met de cloud)
Bootcamp (product training)
Speed dating session (MSP)
Persoonlijke afspraak
Persoonlijke training
Oppakken case
Seminars
Hosted seminar
Summer school
Microsoft office 365 trainingen
Online training en webinars
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 111202_12
13. Advanced Solution Cloud
Loyalty
Incentives
Cloudgames
Reseller met meeste product kennis
Reseller met meest verkochten aantal contracten
Spaarprogramma
IM campaigns (Summer Campaign, Freeezz Campaign)
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 111202_13
14. Advanced Solution Cloud
Demo / experience centre
Democentrum in Nieuwegein
Opgezet met hardware en software van vendoren
Testen van Cloudoplossingen
Testen van verschillende configuraties op afstand
Invulling:
Test account microsoft office 365
Test account CA backup
Espresso niet mogelijk
Softlayar heeft een demo omgeving
Service
Hulp bij installatie
Hulp bij configuraties
Advies bij het opgestelde businessplan
End-user lead generation
Pool met end-user leads
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 111202_14
15. Ingram Micro Cloud Portfolio
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 111202_15
16. Bedankt voor uw aandacht!
Vragen?
2012
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 111202_16
Hinweis der Redaktion
Overall there are 3 reseller segments to focus on: 1: the existing Symantec resellers 2: the new (to be recruited) Symantec midmarket resellers 3: a broad group of SMB resellers with a potential to sell your low-end products There are three fundamental processes that we will implement to recruit, enable and develop new Symantec partners: Reseller identification and recruitment – face to face meetings, seminars, workshops. Based on historical experience we know in order to recruit and activate 20 new resellers we need to start the recruitment process with at least 100 resellers To increase reseller sales and technical skills to deliver multi-vendor solutions – providing access to manufacturer certification training or potentially to establish an Ingram Micro reseller certification. Once the reseller has been given the required skills, the objective will be to tie the reseller to Ingram Micro such that new technologies and technology related opportunities can be delivered through the channel community. In terms of investments, we have the experience in enabling and developing Symantec resellers. Based on this experience we think we need an investment of 20K to enable and ramp 10 new Symantec resellers to the next level level. To successfully recruit and develop Symantec partners with need a very intensive cooperation with Symantec and especially in de start-up phase we need all support in order to train our Symantec and general sales team but also speakers at the events we are planning to organize.
Overall there are 3 reseller segments to focus on: 1: the existing Symantec resellers 2: the new (to be recruited) Symantec midmarket resellers 3: a broad group of SMB resellers with a potential to sell your low-end products There are three fundamental processes that we will implement to recruit, enable and develop new Symantec partners: Reseller identification and recruitment – face to face meetings, seminars, workshops. Based on historical experience we know in order to recruit and activate 20 new resellers we need to start the recruitment process with at least 100 resellers To increase reseller sales and technical skills to deliver multi-vendor solutions – providing access to manufacturer certification training or potentially to establish an Ingram Micro reseller certification. Once the reseller has been given the required skills, the objective will be to tie the reseller to Ingram Micro such that new technologies and technology related opportunities can be delivered through the channel community. In terms of investments, we have the experience in enabling and developing Symantec resellers. Based on this experience we think we need an investment of 20K to enable and ramp 10 new Symantec resellers to the next level level. To successfully recruit and develop Symantec partners with need a very intensive cooperation with Symantec and especially in de start-up phase we need all support in order to train our Symantec and general sales team but also speakers at the events we are planning to organize.
Doordat Ingram samenwerkt met lokale Nederlandse partijen hebben we een enorme kennis van de markt. Omdat deze partijen va origine Nederlands zijn weten zij veel van de markt waardoor zij de omgeving van jullie klanten beter kennen. Daarnaast is het voor veel klanten belangrijk of wordt het zelfs verplicht gesteld dat de DATA in NL of Europa blijft. Doordat we werken met productspecialisten die zich dedicated bezighouden met een speciaal aantal productlijnen wordt er veel kennis opgebouwd die weer gedeeld kan worden. Daarnaast kunnen zij helpen in het offertetraject. Bij productinhoudelijke vragen en of offerteaanvragen is er een specieel email adres in het leven geroepen. Daarnaast zullen er verschillende tools beschikbaar komen als Prijslijsten en sales sheets. Bijv. Een battlecard. Vragenlijst met diverse paden.
Overall there are 3 reseller segments to focus on: 1: the existing Symantec resellers 2: the new (to be recruited) Symantec midmarket resellers 3: a broad group of SMB resellers with a potential to sell your low-end products There are three fundamental processes that we will implement to recruit, enable and develop new Symantec partners: Reseller identification and recruitment – face to face meetings, seminars, workshops. Based on historical experience we know in order to recruit and activate 20 new resellers we need to start the recruitment process with at least 100 resellers To increase reseller sales and technical skills to deliver multi-vendor solutions – providing access to manufacturer certification training or potentially to establish an Ingram Micro reseller certification. Once the reseller has been given the required skills, the objective will be to tie the reseller to Ingram Micro such that new technologies and technology related opportunities can be delivered through the channel community. In terms of investments, we have the experience in enabling and developing Symantec resellers. Based on this experience we think we need an investment of 20K to enable and ramp 10 new Symantec resellers to the next level level. To successfully recruit and develop Symantec partners with need a very intensive cooperation with Symantec and especially in de start-up phase we need all support in order to train our Symantec and general sales team but also speakers at the events we are planning to organize.