What’s Your Altitude in the Cloud? - Amazon S3 · · 2017-09-15What’s Your Altitude in the Cloud? Microsoft/IMC presents New Cloud Intelligence Program with The 2112 Group

©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.

Visit the2112group.com | Call 347.770.2112 | E-mail [email protected]

What’s Your Altitude in the Cloud? Microsoft/IMC presents New Cloud Intelligence Program with The 2112 Group

September 2017 | Larry Walsh

©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.STRATEGY. EXECUTION. RESULTS.

“The purpose of a

business is to create

and keep a customer.”- Peter Drucker

©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.STRATEGY. EXECUTION. RESULTS. 3

What Customers Want

Features & Functions

Experiences & Outcomes

Yesterday

Today & Tomorrow


What Customers Want

• Ease of Doing Business

• Predictable Costs

• System Simplicity

• Better User Experiences

• Decreased Burden

• Improved Outcomes



Channel Evolution to Specialization and Outcome-Based Value

Services-Led

Product-Led

Value-AddedReseller

Cloud MSP

Traditional Reseller

Low

Va

lue

Hig

h V

alu

e

Low

Skill

Hig

h S

kill

High Investment Low Investment

Expert Service Providers

Telecom

Systems Integrator

Cloud Integrator

TraditionalMSP

CloudProvider

Cloud Aggregator

LegacyDistribution

AgentDMR/LAR

Systems

Design &

Integration

Technology

Business

Services

Product Sales

& Deployment

Infrastructure

Services

High Complexity/Manual High Complexity/Automated

Low Complexity/Manual Low Complexity/Automated

Pro

ject W

ork

An

nu

ity W

ork

Systems Consultant


Products Aren’t Enough


• X

2112 Group Cloud Altimeter


Positive Readings

16 to 20%

Gross Revenue

Cloud Growing to 40%

of Revenue by 2022

Cloud & Managed

Services Synonymous

3 Cloud Services Sold

per Customer Account


Negative Readings

Most Aren’t Engaging

on Experience

Obvious Openings

Left on the Table

Most Investing <10%

In Cloud Development

3/4 Treat Cloud

as Opportunistic

©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.STRATEGY. EXECUTION. RESULTS.STRATEGY. EXECUTION. RESULTS. 1111

Business Models

1%

3%

6%

8%

8%

14%

20%

41%

0% 5% 10% 15% 20% 25% 30% 35% 40% 45%

Private Cloud Equipment Reseller

Hardware/Software Reseller

Systems Integrator with Cloud Services

Transitioning from VAR to Cloud Services

VAR with Cloud Services

Cloud-Centric Solution Provider

Hybrid of On- and Off-Premises Services

Managed Service Provider with Cloud…

Only 3% of Solution

Providers Are Not Engaged

in Cloud Services


Productivity Software

(Office 365)

12

Incomplete & Rudimentary Cloud Portfolios

88%

Backup

& Disaster Recovery85%

Endpoint Security77%

Under-Represented

21% Platforms as a Service

29% Enterprise Software

40% Collaboration Tools

45% Virtual Desktops

46% File Synchronization

56% Hosted Servers/IaaS


Services Equals Experience

Offer Cloud

Professional Services 94%

Post-Sale

Professional Services63%

Pre-Sales

Professional Services48%


Business Governance

No Business Plan73%

No Sales Goal70%

No Marketing or

Communications Plan63%


Cloud Investment Matters

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

0% 1-5% 6-10% 11-15% 16-20% 21-25% 26%+

Perc

enta

ge o

f S

olu

tion P

rovid

ers

2017 Cloud Revenue Goal (as a percentage of gross revenue)

Cloud Reinvestment & Growth

6%+

1-5%

Zero

Growth Follows Investment in Cloud Practices & Capabilities


Engaging Customers

Do Not Talk with Customers

for A Year or More24%

Interact with Cloud

Customers Monthly26%

Cloud Solution Providers That Interact with Customers on a Monthly Basis

Have Better Retention Rates, Predictable Revenue and Profits


Takeaways

Solution providers are playing into cloud commoditization

More planning, governance needed to sustain growth

Focus on experience as a value proposition required

Great attention to competitiveness, differentiation a must


Creating a Winning Strategy

Key

Partners

Key

Activities

Value

Propositions

Customer

Relationships

Customer

Segments

Key

ResourcesChannels

Cost Structure Revenue Streams


The Path Forward

Define

Value

Set

Goals

Invest in

Growth

State a

Vision

Create

Execution

Plan


XXXXX

• X

Free Special Report

• Deep insights into the state

of the U.S. cloud channel

• Insights into cloud readiness,

capabilities of solution providers

• Tips for growing and sustaining

cloud practices


2112 Group Cloud AltimeterBuilt in collaboration with

Ingram Micro Cloud & Microsoft

• Competitive insights on regional

and national levels

• Data for business and strategic

planning

• Guide to cloud support and

enablement resources

http://the2112group.com/

2112-cloud-altimeter/

INGRAM MICRO Our Team Is Here To Help You

West Region

Amir Sedehi

Market Development Executive

(714) 382-4680

Mike O’Donnell

Channel Account Executive

Dynamics 365

(800) 456-8000 x67012

Leanne Chapin

Channel Account Specialist II

Platform

(800) 456-8000 x67156

Jill Idziak


Cloud

(800) 456-8000 x66432

Evan Bould


Cloud Branch K5 Only

(800) 456-8000 x66626

TBD


Platform & Cloud, SMB

(800) 456-8000 xTBD

Central Region

TBD


(800) 456-8000 xTBD

Mike O’Donnell


Dynamics 365

(800) 456-8000 x67012

TBD

Channel Account Specialist

Platform

(800) 456-8000 xTBD

Rob Gugliuzza

Sr. Channel Account Specialist

Cloud

(800) 456-8000 x65377

Evan Bould


Cloud

Central: KS, OK, AR, TX, LA

(800) 456-8000 x66626

James Currey


Central: ND, SD, NE, MN, IA,

WI, IL, MO, IN, KY, OH, MI, TN

(800) 456-8000 x67215

Kalie Michalski



(800) 456-8000 x67794

East Region

Dan Eyrick

Market Development

Executive

(800) 456-8000 x67376

Mike O’Donnell


Dynamics 365

(800) 456-8000 x67012

Ray Sallaj


Platform

(800) 456-8000 x67037

Jeff Fabin


Cloud

(800) 456-8000 x65360

James Currey


Cloud Y2 Only

(800) 456-8000 x67215

Casey Woodlock



(800) 456-8000 x66977

Microsoft Specialists

Talia Love

Sales Supervisor

Surface

Chuck Hayes


Surface

Patrick Flatley

Market Development Specialist

Surface

Technical Experts

David Priebe

Microsoft Technical Solutions Engineer

Jason Lambert

Field Technical Consultant - Azure

OEM Team

Sherrie Quagliana


(800) 456-8000 Ext 67448

Branches - 93, 94, J2 & J3

Julia Flatley


(800) 456-8000 Ext 67043

Branches - VAR East/West

AJ Hury


(800)-456-8000 x65326

All regions SMB Branch

Scott Richthammer


(800) 456-8000 x66354

Branches – G1, G5 & J8

[email protected]

SPLA

Danielle Huegel


– SPLA

(800) 456-8000 x67294

KatieLynn Meyers


SPLA

(800) 456-8000 x67767

ND

SD

NE

KS

MN

IA

MO

MI

IN OH

KY

TN

WI

IL

OK AR

LATX

WA

OR ID

MT

WY

NV UT CO

AZ NM

MSAL

FL

GASC

NC

WVVA

MDDE

NY

VTNH

CTRI

ME

MA

PA

NY

SoCal

NorCal

HI

NJ

Confidential and proprietary information of Ingram Micro Inc. – Do not distribute or duplicate without Ingram Micro’s express written permission.

SkyKick

JJ Cabin


– SkyKick

(800) 456-8000 x66615

Microsoft Licensing Desk:

Microsoft-

[email protected]

800-456-8000 x 76163

Cloud One-Stop Team

For all your Microsoft Cloud

needs email:

Microsoft-

[email protected]

Microsoft Technical Support

(800) 445-5066 x76291

Ingram Micro Exclusive Microsoft PromotionsJuly 24 – September 30, 2017

Deliver the Modern Workplace:

30 DAYS FREE on select Microsoft CSP servicesReceive the first 30 Days FREE for all net new seats of:

• Microsoft 365 CSP Enterprise

• Office 365 CSP

• Enterprise Mobility + Security CSP

• Dynamics 365 for Financials

• Windows 10 Enterprise Subscription (WES)

Did you know? Ingram Micro has delivered this promotion to partners for the

last two quarters and paid out over $550,000 the first half of this year. This

number will continue to grow, so be sure you’re one of the partners earning

credit.

Grow the Intelligent Cloud:

30% off all new Azure CSP tenantsEarn a credit of 30% off your first quarter’s worth of Azure consumption

(invoiced between 8/24/17 and 10/31/17) for all new tenant subscriptions. Must

be registered before the tenant is issued to qualify.

Make it real:

Let’s say the

tenant is

created on

7/24/17

Tenant consumes usage over the first

month and Ingram issues an invoice for the

consumed usage between 8/24 – 10/31.

Aug Sep Oct Total Invoice

$700 $800 $950 $2,450

Promotion T&Cs:• Final day to register is 9/27/17. Final eligible date to earn is 9/30/17.

• Must be registered to earn, IE: Register on 7/31/17, all orders placed on that date forward will qualify for credit.

• All net new seats (O365, D365 for Financials, EM+S, WES) must stay with Ingram Micro for at least 18 months.

• One-time project based does not qualify.

• Credit will be issued as an Ingram Micro Cloud Marketplace credit within 90 days of promotion ending.

• Microsoft qualified SMB customers only; no major accounts.

• Promotion may change or end without notice.

Questions? Contact Us:

[email protected]

Credit

issued:

$735

30%

off

Register for Promo

mailto:[email protected]

https://channelmarketing.wufoo.com/forms/q1s9fmub1b8nt7p/

Microsoft MicrositeWe are pleased to announce our newly

revamped microsite solely dedicated to

all things Microsoft!

Our new Microsoft Microsite includes:

• Upcoming webinars and past webinar

recordings/ presentation decks

• Partner promotions

• Event information such as Ingram Micro ONE,

Cloud Summit, and Microsoft Inspire

• Information on programs such as Azure Starter

Kit and the Cloud Referral Program

http://www.ingrammicrocloud.com/microsoft/


Are you ready to accelerate your Azure practice?

Get a jump start with the Azure Acceleration Kits.

The Azure Acceleration Kits include:

Free 30-Days Advanced Support from Microsoft

Free migration and assessment services

Ingram Micro “Easy Azure” configuration guides

Lucrative promotions and discount offers

Sales and technical in person and virtual workshops

IaaS expert led 1:1 consulting and trainings

Azure Acceleration Kits

Easy Azure Starter KitAre you ready to get started with IaaS

but aren’t quite sure how? Or do you

need a simple service like backup?

Azure Enablement KitLearn not just the “how” but the “why”

and the “when” to incorporate an IaaS

solution like Azure into your business.

Azure Expert KitEngage a team of Azure technical experts and

post-sales solutions architects. Advanced

Support for Partners, migration/assessment

promotions, VIP training, and consult services

are all included.

Get started at the Azure Expert Zone:




QUESTIONS

1405002 rev 6.27.14

Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.27

• Reach out to Jeff Fabin or your dedicated Microsoft TPSE to be setup with a 90 day preview.

• Orders will be placed manually, the preview will not be offered in the Cloud Marketplace.

• When the 90 day preview comes to an end, you will need to transition back to the previous subscription or move to a paid version of Microsoft 365 Business.

• Paid subscription will be offered in the Cloud Marketplace.

• GA will be late 2017.

What’s Next?

Click here to sign up for a 1:1 consult

Contact us now:

[email protected],

(716) 633-3600, ext. 65360.

[email protected],

(716) 633-3600, ext. 76163 opt. 8.

https://channelmarketing.wufoo.com/forms/q124ftxz06afov1/



INGRAM MICRO Our Team Is Here To Help You

West Region

Amir Sedehi


(714) 382-4680

Mike O’Donnell


Dynamics 365

(800) 456-8000 x67012

Leanne Chapin


Platform

(800) 456-8000 x67156

Jill Idziak


Cloud

(800) 456-8000 x66432

Evan Bould


Cloud Branch K5 Only

(800) 456-8000 x66626

TBD



(800) 456-8000 xTBD

Central Region

TBD


(800) 456-8000 xTBD

Mike O’Donnell


Dynamics 365

(800) 456-8000 x67012

TBD

Channel Account Specialist

Platform

(800) 456-8000 xTBD

Rob Gugliuzza


Cloud

(800) 456-8000 x65377

Evan Bould


Cloud

Central: KS, OK, AR, TX, LA

(800) 456-8000 x66626

James Currey


Central: ND, SD, NE, MN, IA,

WI, IL, MO, IN, KY, OH, MI, TN

(800) 456-8000 x67215

Kalie Michalski



(800) 456-8000 x67794

East Region

Dan Eyrick

Market Development

Executive

(800) 456-8000 x67376

Mike O’Donnell


Dynamics 365

(800) 456-8000 x67012

Ray Sallaj


Platform

(800) 456-8000 x67037

Jeff Fabin


Cloud

(800) 456-8000 x65360

James Currey


Cloud Y2 Only

(800) 456-8000 x67215

Casey Woodlock



(800) 456-8000 x66977

Microsoft Specialists

Michelle Hendricks

Sales Supervisor

Surface

Chuck Hayes


Surface

Patrick Flatley

Market Development Specialist

Surface

Technical Experts

David Priebe

Microsoft Technical Solutions Engineer

Jason Lambert

Field Technical Consultant - Azure

OEM Team

Sherrie Quagliana


(800) 456-8000 Ext 67448

Branches - 93, 94, J2 & J3

Julia Flatley


(800) 456-8000 Ext 67043

Branches - VAR East/West

AJ Hury


(800)-456-8000 x65326

All regions SMB Branch

Scott Richthammer


(800) 456-8000 x66354

Branches – G1, G5 & J8

[email protected]

SPLA

Danielle Huegel


– SPLA

(800) 456-8000 x67294

KatieLynn Meyers


SPLA

(800) 456-8000 x67767

ND

SD

NE

KS

MN

IA

MO

MI

IN OH

KY

TN

WI

IL

OK AR

LATX

WA

OR ID

MT

WY

NV UT CO

AZ NM

MSAL

FL

GASC

NC

WVVA

MDDE

NY

VTNH

CTRI

ME

MA

PA

NY

SoCal

NorCal

HI

NJ

Confidential and proprietary information of Ingram Micro Inc. – Do not distribute or duplicate without Ingram Micro’s express written permission.

SkyKick

JJ Cabin


– SkyKick

(800) 456-8000 x66615

Microsoft Licensing Desk:

Microsoft-

[email protected]

800-456-8000 x 76163

Cloud One-Stop Team

For all your Microsoft Cloud

needs email:

Microsoft-

[email protected]

Microsoft Technical Support

(800) 445-5066 x76291

Microsoft 365 Business Tech SeriesThe Business Tech Series will help empower your team,

safeguard your business, and simplify IT management with a

single solution, purpose-built for your business.

What can you expect from the training?

Modern IT Deployments of Windows 10, Office 365 Pro Plus,

and Enterprise Mobility + Security

Provisioning, Auto-Pilot, Cloud Solution Provider (CSP), Click-

to-Run, Upgrade Analytics

BIOS to UEFI Conversion, identity management, System

Center Configuration Manager, Intune, plus managing and

controlling user access/data, and more

Upcoming Series:

City Date

Columbus, OH 9/19 – 20

Dallas, TX 10/4 – 5

New York, NY 10/19 – 20

Chicago, IL 10/24 – 25

Irvine, CA 10/26 - 27

Register

TODAY!

FREE

https://microsoft365techseries.com/products/ingram-micro

Ingram Micro Exclusive Microsoft PromotionsJuly 24 – September 30, 2017

Deliver the Modern Workplace:

30 DAYS FREE on select Microsoft CSP servicesReceive the first 30 Days FREE for all net new seats of:

• Microsoft 365 CSP Enterprise

• Office 365 CSP

• Enterprise Mobility + Security CSP

• Dynamics 365 for Financials

• Windows 10 Enterprise Subscription (WES)

Did you know? Ingram Micro has delivered this promotion to partners for the

last two quarters and paid out over $550,000 the first half of this year. This

number will continue to grow, so be sure you’re one of the partners earning

credit.

Grow the Intelligent Cloud:

30% off all new Azure CSP tenantsEarn a credit of 30% off your first quarter’s worth of Azure consumption

(invoiced between 8/24/17 and 10/31/17) for all new tenant subscriptions. Must

be registered before the tenant is issued to qualify.

Make it real:

Let’s say the

tenant is

created on

7/24/17

Tenant consumes usage over the first

month and Ingram issues an invoice for the

consumed usage between 8/24 – 10/31.

Aug Sep Oct Total Invoice

$700 $800 $950 $2,450

Promotion T&Cs:• Final day to register is 9/27/17. Final eligible date to earn is 9/30/17.

• Must be registered to earn, IE: Register on 7/31/17, all orders placed on that date forward will qualify for credit.

• All net new seats (O365, D365 for Financials, EM+S, WES) must stay with Ingram Micro for at least 18 months.

• One-time project based does not qualify.

• Credit will be issued as an Ingram Micro Cloud Marketplace credit within 90 days of promotion ending.

• Microsoft qualified SMB customers only; no major accounts.

• Promotion may change or end without notice.

Questions? Contact Us:

[email protected]

Credit

issued:

$735

30%

off

Register for Promo


https://channelmarketing.wufoo.com/forms/q1s9fmub1b8nt7p/

What’s Your Altitude in the Cloud?

The 2112 Group, Ingram Micro Cloud, and Microsoft

have formed an alliance to deliver to partners like

you a new tool for understanding your relative

competitive state in the cloud computing market.

What will you gain from the Cloud Altimeter

assessment?

Actionable insights and analysis on your state of

cloud readiness

Understanding of your relative competitive

position in the marketplace

New cloud development strategies to increase

cloud services performance and generate higher

returns on investmentTake Your Assessment

http://the2112group.com/2112-cloud-altimeter/

Microsoft MicrositeWe are pleased to announce our newly

revamped microsite solely dedicated to

all things Microsoft!

Our new Microsoft Microsite includes:

• Upcoming webinars and past webinar

recordings/ presentation decks

• Partner promotions

• Event information such as Ingram Micro ONE,

Cloud Summit, and Microsoft Inspire

• Information on programs such as Azure Starter

Kit and the Cloud Referral Program




@lmwalsh2112

@The2112GroupLarry Walsh

[email protected]

Website

www.the2112group.com

2112 Blog

www.the2112group.com/blog

Information contained in this publication has been obtained by sources and methodologies of The 2112 Strategy Group, LLC, and are considered to be reliable but not warrantied. This publication may contain the opinions of The

2112 Strategy Group, which are subject to change from time to time. This publication is copyrighted by The 2112 Strategy Group, LLC. Any violation of the limited terms of reproduction or redistribution of this publication, in whole or

in part, whether in hard-copy format, electronically, or otherwise to persons not authorized to receive it, without the express consent of The 2112 Strategy Group, LLC, is in violation of U.S. copyright law and will be subject to an

action for civil damages and, if applicable, criminal prosecution. Any questions should be directed to The 2112 Strategy Group at (347) 770-2112 or [email protected].

Documents

What’s Your Altitude in the Cloud? - Amazon S3 · · 2017-09-15What’s Your Altitude in the Cloud? Microsoft/IMC presents New Cloud Intelligence Program with The 2112 Group