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Optimize Your Installed Base
Richard Horsfield and Ryan KingstonDecember 11th, 2013
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Optimize Your Installed Base
Working Together
Where to Sell It?
Why Installed Base?
Why Is It Important?
Attach and Renew
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Ongoing Customer Network
Operational Challenges
Life cycle planning data is too hard to
find and use
With so many alerts –it’s hard to find the
ones that apply to me
Are my Cisco products covered with the right contracts?
So many products and contracts – it’s hard to
manage them all
Entitlement issues take too long to resolve
Network failures occur without
warning
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Partner Growth and ProfitabilityPartner Growth and Profitability
Partners
+
Cisco
Optimize Engine Evolve Engine Innovate Engine
Evolve your services business with the Smart
Services Engine
Optimize your Installed Base
with the Renewal
Engine and Migration
Engine
Innovate through
adoption of solutions with the
Innovation Engine
Engines to build your business
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Where to Sell It?
Customers with existing Cisco equipmentWill soon fall out of support • Equipment not covered
Discover and close these opportunitiesUsing systems, reports, and automated tools
Reduce operational costs • Increase profits • Free up your staff
the best short-term chance for services growth
Your installed base…
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Why Is It Important?
n = 503
Revenue from New v. Existing Customers
71% Existing Customers
29% New Accounts
54.80%
61.40%
53.90%
41.20%
0% 10% 20% 30% 40% 50% 60% 70%
Maintenance and Support Services
Professional Services
Manages Services - Customer StillOwns Equipment
Public Cloud Services - ITaaS
Types of Services Resold, Delivered by Vendor
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What Can We Offer to Help?
4 Primary Optimize Goals
Cisco and Ingram Micro programs
can aid your discovery process
Increase Attach
Cover Everything Maximize
Renew
Refresh Old Equipment
Leading Practices • Incentives • Services/Plays
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SMARTnetOptimization:Attach and Renew
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■ CEO Partner Attach Rate = 67.8%
– 16 Partners Metrics as of 11/2013
– 7 Partners at or above 70% (minimum rebate threshold)
– $224,000 in missed revenue
■ CEO Partner Renewal Rate = 39.7%
– 16 Partners Metrics YTD FY2014
– 3 Partners at or above 80% (minimum rebate threshold)
– $800,000 in missed revenue
■ $1.0M+ in cumulative missed TS bookings
The Opportunity is Present
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Ingram Micro Reseller Services Portal
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Inventory
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Services Quoting
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RSP: Auto Quotes
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■ Single User Interface to simply manage installed base
■ New and Renewal quoting capabilities
■ Auto-Quote (CPAI)
■ Data customization & download
■ Client Direct
Reseller Services Portal
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■ 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
Client Direct
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Client DirectSTEP 1:
VAR OPTS-IN TO PROGRAM
STEP 2:QUOTES ARE GENERATED
STEP 3:END CLIENT RECEIVES QUOTE & SELECTS ORDER OR CONTACTS
SMARTNET SERVICE DESK
STEP 4:VAR RECEIVES ORDER & TRANSACTS
ORDER THROUGH THE RSP
STEP 5:INGRAM MICRO PROCESSES
ORDER & SENDS VAR THE INVOICE
AGENT FOLLOWS UP TO VERIFY QUOTE &
HELP PROCESS ORDERS
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Client Direct: Customer Notification
End Client Selects
Buy Now
Branded with VARs Logo
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IBLM
• 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
Your Installed Base Has Arrived
www.cisco.com/go/iblm
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■ Product Refresh = $7,149,170
■ Service Attach = $426,148
■ Total Sales Oppty = $7,575,318
Opportunity represented is Today - 2014
IBLM: CEO Partner Opportunity
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Call To Action
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Join Our Journey
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Join Our JourneyAttend 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
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Thank You