CORE SALES TRAINING WELCOME KITYour guide to a successful training program

Ingram Micro Training - Success starts hereWith Ingram Micro Training you’ll receive much more than certification training. We empower you to exceed the education skills required to be successful with today’s evolving technology. Leveraging our certification training will keep you ahead of the curve, today and tomorrow.

Ingram Micro is the only relationship you need for all your certification training needs. Each training course is designed to meet industry demands for IT professionals. Ingram Micro Training offers select Guaranteed to Run certification training courses from vendors including Cisco, Citrix, HPE, IBM, Microsoft, Veeam, VMware and more to meet your scheduling needs. We provide over 15,000 global hands-on courses in several training formats including Live Online, Classroom and After Dark to meet all of your scheduling requirements.

Acronis - Backup - Disaster Recovery

Cisco - Data Center - Design - Industrial█- Route and Switch - Security█- Service Provider - Video - Voice - Wireless

Citrix - Mobility - Virtualization - Networking

CompTIA - Networking - Security - Cloud - Healthcare IT - Linux - Mobile - Project - Server - Storage

SonicWall - Network Security - Secure Mobile Access - Global Management Solution

Fortinet - Enterprise and Carrier Class Firewalls - Centralized Device Management - Centralized Logging and Reporting - Firewall Troubleshooting - Web Application Firewalls - Secure Email Gateways - DDoS Protection - User Identity Management - Application Delivery Controllers

Hewlett Packard Enterprise - Big Data - Cloud and HP Helion - Converged System - Data Center - HP-UX / HP Integrity - Networking - ProLiant / BladeSystem - Security - Storage - Virtualization

IBM - App Dev - Blueworks Live - Business Analytics - Business Monitor - Business Process Manager - Cloud Computing - Commerce Solutions - Connectivity and Integration - Digital Experience - Enterprise Content Management - MQ - Power Systems and AIX PureSystems - SystemX - Information Management - Linux - Mobile - Rational Software - Security Systems - Tivoli & Service Management█- WebSphere

Juniper - Enterprise Routing and Switching Series - Firewall/VPN - Networks Design - Intrusion Detection and Prevention - Pulse Access Control - Pulse Secure Access - QFabric - Wireless LAN

Microsoft - Application Platform - Business Productivity - Business Applications - Cloud Performance - Core Infrastructure - Customer Segments

Salesforce - Cloud Training - Sales Training - Reporting - Admin Training Sophos - Security

VMware - Data Center Virtualization - Cloud - Data Center - Network Virtualiztion - End-User Computing

Veeam - Cloud - Data Center

Key Technologies

INGRAM MICRO STATISTICS

15,000COURSES IN OVER 100

COUNTRIES

OV

ER

200,000CUSTOMERS IN APPROXIMATELY

160 COUNTRIES

IBM AUTHORIZED GLOBAL TRAINING PROVIDER

VMWARE PREMIER AUTHORIZED TRAINING CENTER

FITFLEXIBLE TRAINING OPTIONS TO

YOUR NEEDS

122DISTRIBUTION CENTERS

WORLDWIDE

21,800ASSOCIATES PROVIDING SUPPORT WORLDWIDE

AUTHORIZED TRAINING FROM OVER

TOP IT TRAINING VENDORS

12

Exclusive Certification Management Platform

PARTNER TRAINING NETWORK Ingram Micro Training offers our partners the tools and resources to remain competitive. The Partner Training Network was developed to help our resellers navigate through the world of certification training to help their businesses and to streamline training across multiple vendors.

Help keep business partners in compliance with vendor authorizations as well as know what certifications and exams are needed with an exclusive GAP analysis. Our tool enables you to road map certification paths and skills gaps by including recommended training courses to keep clients on a growth track. FORECAST LIFETIME CUSTOMER VALUE The ability to track and forecast revenue from any offering is essential. Through certification path tracking and forecasting, the Partner Training Network does just that. You will be able to see the lifetime customer value immediately with the addition of this tool.

Grow repeat sales with this valuable add-on,ensuring our business partners stay on board with all their training needs. With a clear training path detailed in our Partner Training Network tool they can be assured a world-class training journey every step of the way.

REPEAT CUSTOMER TOUCH POINTS Every business must evolve to succeed. Our certification tool takes an honest inventory of training gaps to map out future paths, optimizing performance and maintaining compliance with valuable IT investments. All certification paths handled through the platform are configured to alert you to revised vendor specific certifications.

The information in the Partner Training Network enables you to sell partner training classes that correspond with their certification needs. In addition, it adds value to the customer relationship as you are pro-actively helping them through what is considered a challenging process.

PAYMENT FLEXIBILITYWith the ability to convert Marketing Development Funds (MDF) or vendor training credits to Ingram Micro Training Credits, payments for training are now streamlined and simplified.

Keeping organizations in compliance withvendor authorizations can prove difficult.Ensure a path to profitability in adding the Partner Training Network to partners.

Flexible Integrated Training

FIT LIVEIngram Micro Training FIT LIVE is a radically new way to learn about technical solutions. Instead of being confined to a stuffy classroom, you can virtually sit in a lecture hall, visit a breakout room or network with your peers on the beach. Multiple discussions can take place simultaneously and participants can have access to and take full advantage of all materials related to the session, which increases knowledge retention.

Along with advanced collaboration tools, our FIT LIVE environment knocks down costs associated with business travel related to other training courses; and bridges the gap with collaborating and training workers in multiple geographies.

ON DEMAND AND ON THE GOThe excitement for our FIT OnDemand courses continues to rise. With new courses released monthly, our OnDemand library contains some of our most searched for courses with professionally filmed and produced content and integrated platform analytics.

The flexible schedule of FIT OnDemand assures training on your schedule, not ours. FIT OnDemand is designed to be used as a stand alone training platform or be integrated with other modalities, accessible anywhere in the world.

GAMIFICATIONGamification enforces learning through interactivity in innovative virtual environments. Ingram Micro Training is on the cutting edge in learning experiences by offering gamification to reinforce knowledge retention and to assure return on training investment.

With leader boards to support group-based competition, our gamification feature allows you to view and search for players, filter view by group (determined by admin) and send social challenges to other players to enhance learning.

Detailed end of game performance feedback provides players the knowledge to know what they need to improve on and can review content they got wrong, In addition, they can gauge how well they did compared to their peers and colleagues.

Ingram Micro Training has developed some of the most unique programs in the industry. We constantly seek solutions that meet the demands and challenges of today’s learner.

90% AVERAGE USER ENGAGEMENT

95% POSITIVE USER SATISFACTION

Knowledge of content within games and activities

SM

3-D Learning Immersion Platform

Virtual Training Events

IBM Authorized Training As one of IBM’s select global training providers,Ingram Micro Training delivers authorizedtraining for the design, installation, maintenance,and troubleshooting of IBM technology, hardware and storage. Stay competitive in an ever-changing technical marketplace and sign up for the award-winning IBM technical training content that is exclusive to IBM’s select global training providers.

Whether your are looking for a way to leverage your business intelligence and performance management solutions with confidence,understand Big Data & Analytics, integrate cloudcomputing on an enterprise scale, or become asubject matter expert on world-class IBMtechnologies, IBM training will help you get maximum return on your clients IBM investment.

You will have the advantage derived from validating business and technical skills whileenhancing career advancement andopportunities by getting trained on the latestIBM technologies.

Ingram Micro is the only relationship you need for all your client’s certification training needs. We provide over 15,000 global hands-on courses in many training formats including Live Online, Classroom and After Dark to meet all scheduling requirements.

Authorized Vendor Training

• IBM Business Analytics• IBM Collaboration Solution• IBM Connectivity and Integration• IBM WebSphere• IBM Systems Storage• IBM Tivoli• IBM Big Data & Analytics• IBM Cognos• IBM DB/2

IBM SPECIALTIES INCLUDE

Cisco Authorized Training With newer technologies such as the cloud,mobiity and the Internet of Things now becoming the norm, today’s IT market landscape is ever changing. Network security engineers in themarketplace today understand the productsand the discipline of good network security, thepractices and compliance mandates of industryand government and the need to protect theirorganizations from increasingly sophisticatedthreats to their systems. This has made networksecurity performance more visible to the entireorganization.

Protect infrastructure from current and future threats with the most sought after Cisco Security certifications from Ingram Micro Training. Ensure the skills and expertise of IT staff are up-to-date with world-class, authorized Cisco training. Our Cisco authorized Security curriculum is specific to the best practices of network security administrators, engineers and experts using the latest Cisco equipment, devices and technologies. Gain expertise in Cisco technologies, architectures and solutions by getting your clients trained on Cisco today!

• CCNET• CCNA• CCNP• CCDA• CCDE• CCIE

CISCO TRACKS INCLUDE

HPE Authorized Training As a Hewlett Packard Enterprise Training Learning Partner, Ingram Micro Training offers HPE Server, Storage and Networking courses to ensure continued education, competency and alignment with HPE solutions as well as tosupport industry-leading services to fit business and career goals.

We offer training in fast-growing fields such asCloud Computing, Converged Infrastructure,Big Data, Software Defined Networking andSecurity. In addition, we have training for thefoundational technologies like servers, storage,networking, and IT management.

We offer a comprehensive portfolio of HPEcourses to choose from!

Ingram Micro is the only relationship you need for all your client’s certification training needs. We provide over 15,000 global hands-on courses in many training formats including Live Online, Classroom and After Dark to meet all scheduling requirements.

Authorized Vendor Training

• Networking• Servers• Storage• Wireless• Cloud• Converged Infrastructure

HPE PARTNER READY SPECIALTIES

Citrix Authorized Training Ingram Micro Training plays an important rolein helping you become more effectiveat installing and supporting Citrix solutions.

As a Citrix Authorized Learning Center (CALC),we are able to offer a full portfolio of Citrixcertification training courses specializing inVirtualization, Mobility and Networking. Validatethe ability to implement Citrix solutions startingwith training courses from Ingram Micro. Citrix certifications are solution-based, reflectingthe evolving needs of IT professionals andorganizations. As a certified associate, professional or expert, you can prove that you have the real-world skills and experience to deliver Citrix solutions. Obtain the skills needed to automate and scale business and career goals. Remain competitive with the new Citrix Virtualization, Mobility and Networking certifications availabletoday!

VIRTUALIZATION• Citrix Certified Expert• Citrix Certified Professional• Citrix Certified Associate

NETWORKING• Citrix Certified Professional• Citrix Certified Associate

MOBILITY• Citrix Certified Professional

CITRIX TRACKS INCLUDE

Juniper Authorized Training Ensure increase in network uptime by getting your staff updated on world-renowned training on experience installing, configuring and administering networks running on Juniper technologies. Becoming Juniper Networks certified demonstrates your ability to deploy and maintain a high-performance network and a solid understanding of networking technologies of the Juniper products used in your role as a networking professional.

Whether you are looking to plan, build and operate networks that present challenges; help automate networks and extend capabilities; or become the go-to expert for business needs using Juniper products; we can help you get maximum return on current Juniper network investments. You and your team will improve performance which will raise visibility and increase success for the industry’s most challenging opportunities.

Ingram Micro is the only relationship you need for all your client’s certification training needs. We provide over 15,000 global hands-on courses in many training formats including Live Online, Classroom and After Dark to meet all scheduling requirements.

Authorized Vendor Training

• Service Provider Routing and Switching• Enterprise Routing and Switching• Junos Security

JUNIPER SPECIALTIES INCLUDE

VMware Authorized Training As one of VMware’s select global training providers, Ingram Micro Training delivers authorized training for critical skills organizations need to adopt and manage technology that drives desired business outcomes.

Technology continues to evolve to meet the needs of a hybrid cloud world. This is creating unprecedented opportunity for trained IT VMware professionals.

Training on VMware technologies enables the team to take advantage of the benefits being VMware certified. Distinguish yourself in today’s IT market with a certification that validates in-demand VMware technical capabilities.

Whether you are looking for a way to integrate current cloud infrastructures or validate the critical skills organizations need to adopt and manage technology that drives desired business outcomes, Ingram Micro can help you get maximum return on your VMware solutions investment.

• Data Center Virtualization• Cloud Management & Automation• Network Virtualization• Desktop & Mobility

VMWARE SPECIALITIES INCLUDE

Technology Segment Business/Technological Pain Key Training Vendors

Networking

• Collaboration• Cloud Enablement• Installation and Configuration• Internet of Everything• Routing & Switching• Performance • Management and Maintenance

• Security• Troubleshooting• VPN• Wireless/Mobile• Voice Over IP• Video Convergence• Unified Communication

• CompTIA• Cisco• Citrix• SonicWall• Fortinet• HPE• Juniper• Microsoft

Servers/Virtualization/ Data Center

• Cloud Computing • Install & Configure • Maintenance • Resource Delivery

• Security• Storage• Troubleshooting

• Cisco• Citrix• CompTIA • SonicWall • Fortinet• HPE• IBM • Microsoft• Veeam• VMware

Security

• Access Control• Administration • Asset Management • Authentication • Authorization • Change Management

• Disaster Recovery Planning • Identification • Security Governance • Security Policy• Threat Assessment

• Acronis• Cisco• SonicWall• Fortinet• HPE• IBM• Juniper • Sophos

Technology Training Pain Matrix

Technology Segment Business/Technological Pain Key Training Vendors

Applications

• Application Platform • Authentication• Business Productivity• Business Applications• Collaboration • Customer Relationship Data

• Customer Segments• Data Reporting• Sales• Support • Voice Over IP

• Citrix• IBM • Google• Microsoft Applications• SalesForce

Business Technology Governance

• Architecture Design• Big Data• Business Analytics • Business Intelligence • Business Monitoring• Business Productivity

• Business Process Manager • Cloud Enablement• Enterprise Content Management• Project Management

• CompTIA• HPE • IBM • ITIL• Microsoft • Six Sigma• Veeam

Mobility/ Devices

• Access • Communication • Devices • Mobile Cloud Computing

• Mobility • Performance • Security

• Cisco• CompTIA• SonicWall• HPE• Veeam

Putting it all together How do I bundle training?Data Center Solution selling is an involved engagement. It can touch every facet of the data center from Compute, Storage and Networking to Security and Virtualization, to name a few.

Once a Data Center Solution is deployed, the need to manage it effectively and efficiently depends on the level of knowledge and familiarity the customer’s IT staff possesses with the new solution at hand bundling training classes relevant to the solution proposed creates a win-win situation for all parties involved. Proposing a training class tailored to specific subjects in the solution elevates your role to a trusted advisor. A trusted advisor that understands that an IT staff’s familiarity and competency using and managing newly deployed technologies is a critical success factor in realizing a strong return on investment (ROI).

Bundling Training With Products/Services As you validate your questions you will be able to uncover deeper information throughout the process and the biggest problem they are trying to solve to cater training services to their business needs.

Business Case Scenario A common Data Center solution scenario might include HP Proliant Rack servers and a 3par SAN, Cisco switches, Routers and Firewall appliances, and VMware vSphere 6.0 for servers Virtualization. Once the solution is deployed it is up to the internal IT staff to quickly and effectively manage and use the solution and start impacting the business in a productive manner. Training classes play a pivotal role in ensuring the proper level of knowledge and familiarity of the various technologies is actualized hence impacting the welfare of the business sooner rather than later.

The following list of training classes could be bundled with the above Data Center Solution sample. • Compute Technologies – Servers Proliant DL380 G9 / Blade – c7000 - HP Insight Control: Management Fundamentals - HK756 – $2,400.00 - HP Blade System Administration – HE646 - $2,400.0 - Accelerated Interoperability & Troubleshooting HP Networks (HL039) - $3,200.00• Storage Technologies – Shared Storage – HP 3par 7000 - Managing HP 3PAR Storeserv (HK902) - $2,700.00 - Managing HP 3PAR StoreServ II (HK904S) USD $1,800.00 - Managing HP 3PAR StoreServ II (H9P97S) USD $2,700.00 • Networking Technologies – Switches / Routers – Cisco - CCNA Routing & Switching - CCNAX v2.0 - $3,195.00• Security Technologies – Firewall Appliance – Cisco - Cisco® Implementing Core Cisco® ASA Security v1.0 (SASAC) $3,495.00 - Cisco® Deploying Cisco® ASA Firewall Features 2.0 (FIREWALL) Price: $3,495.00• Virtualization Technologies – VMware vSphere -VMware vSphere 6.0: Install, Configure, Manage - VSICM60- $3,900.00

Potential added sales revenue= minimum $29,285.00 for 1 person

Targeting the Decision Maker A key skill in any B2B sales and marketing endeavor requires targeting key decision makers. In planning what training services to offer, you will need to know current business/IT needs in great detail.

Who is the decision maker? Depending on the company, the decision maker may be different. It can be the key IT decisionmaker, a HR representative or an executive wanting to drive business growth in their organization.

The technical decision maker will typically focus on and make recommendations on infrastructure and imperative IT objectives that need to take place such Network Infrastructure, Security, Virtualization, Data Center, Servers, Databases, Mobility, and Devices. Their objectives will typically be to improve performance, reliability, speed, mitigate risk, and to reduce downtime of their network. They will also be focused on scalability with Cloud services and Data Centers and reducing complexity within the IT department whenever possible.

Often key business managers and executives will work in tandem with the technical decision makers to make training decisions on company wide and project-specific initiatives. Like the technical decision maker, they will be concerned with improving performance, speed and security and reduce downtime. However, the business manager will also be looking to reduce costs, streamline efforts and improve business performance. They will look at ways to take advantage of current resources to achieve business growth, mitigate business risks and maximize job efficiencies. With so many breaches to company data, employee data and secure internal communication, the security and safety of key proprietary information and in today’s world will always be a key focus.

In some cases, they will be the primary contact for items such as improving Business Intelligence, analytics, Customer Relationship tools, operational support, and improving communication with globalization tools such as video and Voice over IP.

Technical Decision Makers Business Decision Makers

Focus on infrastructure tactics such as Network, Security, Virtualization, Data Center, Servers, Databases, Mobility, and Devices.

Key business outcomes include: reducing costs, streamlining efforts and improving business performance, moving up the vendor stack.

Focus on infrastructure tactics such as Network, Security, Virtualization, Data Center, Servers, Databases, Mobility and Devices.

Key business outcomes include: improving performance, speed, and security and reduce downtime.

Targeting the Decision Maker

Prospecting As you validate your questions you will be able to uncover deeper information regarding the biggest problem they are trying to solve. Cater recommended training services to current business needs.

Pre – Call Questions to ask yourself

1. Where is the buyer in their decision-making process?2. Where are you in your selling process?3. What are your call objectives? 4. What information, support or decisions do you need to achieve your objectives?

Questions for your client - During call

1. What is the biggest problem they are trying to solve?2. Are you having difficulties keeping up with your vendor certifications? 3. How do you currently manage certifications?4. Where are the biggest business gaps that you can attribute to lack of skills or training? 5. What impact have employee skills gaps had on your department’s productivity?6. Are you experiencing high employee turnover? 7. What criteria will you base your training purchasing decision on? 8. Of your criteria, which is most important? 9. Are there others involved in the decision making or selection process? 10. When do you plan on making a decision?11. Based on what we have provided to you, have we given you all of the information and justification needed to support your decision?

Prospecting and the initial meeting

1. Make sure you plan before you call down on current or new business partners.2. Identify key decision maker in the process.3. Create a differentiation statement that opens the door to further conversation.4. Ask probing questions to determine the business partners pain points and training requirements.5. Educate the business partner in understanding the value of training and how it affects his/her specific business.6. Overcome any objections.7. Set expectations and next steps.8. Get a verbal commitment.

Engage Acquire1. Ask Probing Questions2. Qualify 3. Understand Needs4. Build Trust

1. Stage in Decision-Making Process?2. Stage in Your Selling Process?3. What are Objectives for Your Call?4. What Information is Needed?

Prospect

1. Present Training Solution2. Map Out Training Path 3. Close Deal4. Register Students

Sales Process

Probing Sales QuestionsGreat questions allow you to probe further and turn good opportunities into great ones by allowing you to open up the conversation. Here are over 45 great questions to ask your client on a sales call.

Get to know the Decision Maker They will be focused on the following: 1. What types of training do they need?2. Which resources really need training?3. What will the business outcomes be with more training (productivity, less resources, moving up the vendor stack?)4. What resources will be drained, or time off needed for training dates?5. How will the right training increase the success of current vendor/business initiatives?6. What is the cost of training?

Depending on which type of training your customer will need will determine how the sales questions will work.

General Type Questions• What training needs are you currently experiencing? • Are you frustrated with your current vendor program management?

Networking Questions:• Besides firewalls, what other devices are used to enforce your current network boundaries? • How often do you upgrade your network architecture?• How well is your team able to manage/troubleshoot new servers and data load on existing servers?• What type of networking initiatives are you currently working on? • Are you concerned with the security of your network?• How has network reliability issues affected your organization?• Are you interested in hearing about network security training courses to optimize your networks?• Are you satisfied with the current performance given the current skills of your staff?• How much downtime has your organization been impacted with in the last 12 months?• How confident are you with your current network bandwidth and scalability options?• Are you confident in your team’s ability to recover network functionality in an event of unscheduled downtime?

Big Data/Analytics Questions• If you could lower the cost of your data center networking, would that interest you?• What are the current drivers of your business?• Who are your target customers and how do you currently engage them?• What has been the biggest issue you’ve had with Data Analytics?• What are your KPI’s and how are you measuring them?• Do you feel comfortable with your staff giving you a detailed analysis of your current business?

• How much data does your organization handle on a monthly basis?• Are you interested in hearing about Big Data/Analytics courses to optimize your business performance needs?• What have you done to improve your staff’s data analytics knowledge in the past year?• Are you confident that your analytics team can quickly disseminate information down into clear business context?

Security Questions:• What is your biggest accountabilities to upper management in terms of security?• What IT security accountability or exposure does your department have to executive leadership?• How many staff members are trained for risk management?• Have you recently had any attacks that threaten your enterprise data security? Are resources available when they are needed? Are current resources trained properly?• Are you interesting in hearing about security courses to optimize your security performance needs?• Do you have staff skilled to conduct effective IT security audits? • What is the business cost of not having highly skilled security resources in your company? Bad press? Financial losses? • How often do you upgrade existing security efforts? Hardware, software components?• Does your security architecture design achieve regulatory compliance? (if applicable)• What challenges did you face (if any) architecting a security solution that featured SaaS components?• How often do you review and refresh service level agreements with your cloud computing providers?

Cloud Questions• Do you currently have a cloud computing platform? If no, how comfortable are you in your current resources planning with deploying cloud services within your organization?• Is your staff cross-trained on the different aspects of cloud computing?• Are you optimizing your business opportunities of using cloud computing?• Are you interesting in hearing about cloud specific courses to maximize your performance needs?• Are you comfortable with the platforms you are using for large scale cloud computing?• Are you comfortable transmitting data in the cloud and understanding how to maintain data security in the process? • Do you have someone on staff that can address the security aspects provided with cloud?• Are you comfortable with your scalability in cloud computing efforts?• Do you have a plan for the different phases involved in cloud architecture and do you have adequate resources available?

Sales ScriptsIt is said that you have only 10 seconds to grab a prospect’s attention while on the phone. Make those 10 seconds count with a well thought-out script that conveys attention and gets you noticed.

Sample Script: Introducing training for a lead experiencing network downtime

“Hello, (Decision Maker Name), this is [Account Executive Name] calling on behalf of Ingram Micro. Given the state of the economy these days more and more organizations are experiencing more downtime. Industry experts have found that North America loses roughly $100 million in revenue alone in downtime. This typically equates to 14 – 18 hours a year of downtime at an average cost of $42,000 per hour. Even with a large IT staff, almost 60% of Fortune 500 companies experience over 1.5 hours per week. But business partners like yours can mitigate losses like these today for your client’s with the proper knowledge. Are you able to spend a few minutes to discuss your current network practices and hear about training solutions that may offer you and your staff the ability to strengthen skills within your IT department, to mitigate downtime and bring a direct return on investment?

Getting the Appointment—assume the close“Based on your needs, I would love to set up a meeting as soon as possible to discuss various training options that can help your organization mitigate downtime, strengthen your staff skills and bring a direct return on investment. We can map out a course of action that is tailored to your business needs according to your schedule. My calendar is open on [insert day/date] or [insert day/date]. Which one works best for you?”Let me confirm your email address and I’ll send you a meeting invitation, along with additional information on our training offerings and how they can help reduce your costs and streamline your processes. I look forward to meeting with you on [insert day/date]!

Objections:

1. “I am not sure yet, there are various contributing factors affecting our downtime.”Response“No problem at all. I would love to speak with you regarding how we can help. We offer customized packages and training to help your individual business needs.” 2. “We don’t have time for training.”Response“Thank you for sharing that with me, with today’s demands on our business partner’s IT staff it can be difficult to find time to accommodate extra items on top of current initiatives. I can completely appreciate that you may not want to take time away from ongoing projects to make time for training. Depending on your current vendor program we take can assess how training can help you reach your business goals better and faster. We offer flexible training for all your business needs so you can access it at a time-frame that is convenient for you and your organization. I would love to discuss these with you during our meeting to ensure that you are a good fit.”

FrequentlyAsked QuestionsOverview What types of training can I sell? We have access to over 15,000 globaltraining courses with over 14 vendors in our training portfolio. Go to www.ingrammicrotraining.com for our full portfolio mix.

Your training portfolio is overwhelming! How can I disseminate and quickly find the type of training I need for my client?We know that marketing over 15,000 courses can be daunting to say the least, so we’ve created a cheat sheet that helps you identify key vendors based on business or technology need in the organization in this welcome kit. Please print the cheat sheet out as it is an invaluable sales and marketing tool at your fingertips.

How can I be successful? Although there is no set model, most of your business partners will have the following: • Are familiar with IT services and pricing models• Have an existing customer base, with a need for training services• Customers with at least 10 employees and a need for growth through training Are there limitations of where we can offer training services?No,there are no localization restrictions at this time.

Do I need to know all training vendors or training paths before I begin?No. Your dedicated Ingram Micro Training Advisor will work with you to define the best course for your business partner’s needs.Questions? Call 800-456-8000 x76094.

I don’t know who my PTS resources are. How do we know who to reach out to?Our team is covering your accounts based on geography. Please see our contact map in this guide. In addition to your dedicated reps, you can always call x 76094 for immediate assistance.

How does the Partner Training Network help me?The Partner Training Network helps identify which certifications a partner is required to have to stay in compliance with vendor programs. As a sales person, that information enables me to sell my partner training classes that correspond with their certification needs. In addition, it adds value to the customer relationship as we are proactively helping them through what is considered a challenging process.

We have compiled for you a collection of most frequently asked questions. You will find details here about the set-up, how the program works as well as general sales and marketing questions. Please reach out to your training advisor for any further questions.

Frequently Asked Questions

Sales Where can I view daily reporting of Professional and Training Services sales revenue? All of the sales tracking is done within ICM and can be viewed at any time by logging into ICM. How can I view the Pipeline of Professional and Training Services? All opportunities can be viewed in IM360 and your sales management can create PTS specific dashboards

How can I stay engaged on PTS Opportunities, and track my pipeline? All PTS Activities and Opportunities are in IM360. Please work with your IM360 Superuser to help build Activity and Opportunity views relevant to your line of business. IM360 gives you the most current view of everything happening with your accounts. You will be able to leverage IM360 to identify accounts that are already active with PTS, engage on pipeline Opportunities to help drive the sale and stay up -to-date on project delivery ETA’s and status.

How will my PTS revenue be tracked?Just like product sales, PTS revenue will bill in Impulse. Your results will be tracked in ICM, your management team can also leverage Magellan do pull reporting tailored to your BU’s needs.

How can I find ETA’s on Pro Services deals for my accounts?All project status and deal information is housed in IM360.

Marketing How can I learn more about PTS?We encourage you to bring PTS resources onto calls with your partners. Our field reps are available to present on any of our offerings and talk to your partners about how and why to leverage Ingram Micro for Professional & Training Services. Invite your PTS inside resource to calls with your partner to talk through specific Opportunities and begin the quoting process.

Where can I find one-page collateral for PTS?Collateral on all of the PTS offerings can be found in the Playbook – www.ingrammicroplay-book.com. You can also go to the Champs site for some marketing items.

Can we get a list of scheduled trainings for the upcoming two months to market to our resellers?Of course! Our Guaranteed to Run schedule is a valuable asset to share with our Business Partners. The Guaranteed to Run schedule will be sent out in your weekly internal email as well as accessible on the Champ site.

Professional and Training Services800-456-8000 x76094proservices@ingrammicro.comtraining@ingrammicro.com

© 2016 Ingram Micro Inc.