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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
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.STRATEGY. EXECUTION. RESULTS. 4
What Customers Want
• Ease of Doing Business
• Predictable Costs
• System Simplicity
• Better User Experiences
• Decreased Burden
• Improved Outcomes
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.STRATEGY. EXECUTION. RESULTS. 5
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.STRATEGY. EXECUTION. RESULTS. 6
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
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.STRATEGY. EXECUTION. RESULTS.
Products Aren’t Enough
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.STRATEGY. EXECUTION. RESULTS.
• X
2112 Group Cloud Altimeter
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.STRATEGY. EXECUTION. RESULTS.
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
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.STRATEGY. EXECUTION. RESULTS.
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
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.STRATEGY. EXECUTION. RESULTS.STRATEGY. EXECUTION. RESULTS. 12
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
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.STRATEGY. EXECUTION. RESULTS.STRATEGY. EXECUTION. RESULTS. 1313
Services Equals Experience
Offer Cloud
Professional Services 94%
Post-Sale
Professional Services63%
Pre-Sales
Professional Services48%
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.STRATEGY. EXECUTION. RESULTS.STRATEGY. EXECUTION. RESULTS. 1414
Business Governance
No Business Plan73%
No Sales Goal70%
No Marketing or
Communications Plan63%
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.STRATEGY. EXECUTION. RESULTS.STRATEGY. EXECUTION. RESULTS. 1515
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
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.STRATEGY. EXECUTION. RESULTS.STRATEGY. EXECUTION. RESULTS. 1616
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
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.STRATEGY. EXECUTION. RESULTS.STRATEGY. EXECUTION. RESULTS. 1717
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
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.STRATEGY. EXECUTION. RESULTS.STRATEGY. EXECUTION. RESULTS. 18
Creating a Winning Strategy
Key
Partners
Key
Activities
Value
Propositions
Customer
Relationships
Customer
Segments
Key
ResourcesChannels
Cost Structure Revenue Streams
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.STRATEGY. EXECUTION. RESULTS.STRATEGY. EXECUTION. RESULTS. 1919
The Path Forward
Define
Value
Set
Goals
Invest in
Growth
State a
Vision
Create
Execution
Plan
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.STRATEGY. EXECUTION. RESULTS. 20
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
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.STRATEGY. EXECUTION. RESULTS.STRATEGY. EXECUTION. RESULTS. 2121
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
Channel Account Specialist II
Cloud
(800) 456-8000 x66432
Evan Bould
Channel Account Specialist II
Cloud Branch K5 Only
(800) 456-8000 x66626
TBD
Channel Account Specialist II
Platform & Cloud, SMB
(800) 456-8000 xTBD
Central Region
TBD
Market Development Executive
(800) 456-8000 xTBD
Mike O’Donnell
Channel Account Executive
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
Channel Account Specialist II
Cloud
Central: KS, OK, AR, TX, LA
(800) 456-8000 x66626
James Currey
Channel Account Specialist II
Central: ND, SD, NE, MN, IA,
WI, IL, MO, IN, KY, OH, MI, TN
(800) 456-8000 x67215
Kalie Michalski
Channel Account Specialist II
Platform & Cloud, SMB
(800) 456-8000 x67794
East Region
Dan Eyrick
Market Development
Executive
(800) 456-8000 x67376
Mike O’Donnell
Channel Account Executive
Dynamics 365
(800) 456-8000 x67012
Ray Sallaj
Channel Account Specialist II
Platform
(800) 456-8000 x67037
Jeff Fabin
Sr. Channel Account Specialist
Cloud
(800) 456-8000 x65360
James Currey
Channel Account Specialist II
Cloud Y2 Only
(800) 456-8000 x67215
Casey Woodlock
Sr. Channel Account Specialist
Platform & Cloud, SMB
(800) 456-8000 x66977
Microsoft Specialists
Talia Love
Sales Supervisor
Surface
Chuck Hayes
Sr. Channel Account Specialist
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
Channel Account Specialist II
(800) 456-8000 Ext 67448
Branches - 93, 94, J2 & J3
Julia Flatley
Channel Account Specialist II
(800) 456-8000 Ext 67043
Branches - VAR East/West
AJ Hury
Channel Account Specialist II
(800)-456-8000 x65326
All regions SMB Branch
Scott Richthammer
Sr. Channel Account Specialist
(800) 456-8000 x66354
Branches – G1, G5 & J8
SPLA
Danielle Huegel
Sr. Channel Account Specialist
– SPLA
(800) 456-8000 x67294
KatieLynn Meyers
Channel Account Specialist II
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
Channel Account Specialist II
– SkyKick
(800) 456-8000 x66615
Microsoft Licensing Desk:
Microsoft-
800-456-8000 x 76163
Cloud One-Stop Team
For all your Microsoft Cloud
needs email:
Microsoft-
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:
Credit
issued:
$735
30%
off
Register for Promo
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:
http://www.ingrammicrocloud.com/microsoft/
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.STRATEGY. EXECUTION. RESULTS. 26
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:
(716) 633-3600, ext. 65360.
(716) 633-3600, ext. 76163 opt. 8.
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
Channel Account Specialist II
Cloud
(800) 456-8000 x66432
Evan Bould
Channel Account Specialist II
Cloud Branch K5 Only
(800) 456-8000 x66626
TBD
Channel Account Specialist II
Platform & Cloud, SMB
(800) 456-8000 xTBD
Central Region
TBD
Market Development Executive
(800) 456-8000 xTBD
Mike O’Donnell
Channel Account Executive
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
Channel Account Specialist II
Cloud
Central: KS, OK, AR, TX, LA
(800) 456-8000 x66626
James Currey
Channel Account Specialist II
Central: ND, SD, NE, MN, IA,
WI, IL, MO, IN, KY, OH, MI, TN
(800) 456-8000 x67215
Kalie Michalski
Channel Account Specialist II
Platform & Cloud, SMB
(800) 456-8000 x67794
East Region
Dan Eyrick
Market Development
Executive
(800) 456-8000 x67376
Mike O’Donnell
Channel Account Executive
Dynamics 365
(800) 456-8000 x67012
Ray Sallaj
Channel Account Specialist II
Platform
(800) 456-8000 x67037
Jeff Fabin
Sr. Channel Account Specialist
Cloud
(800) 456-8000 x65360
James Currey
Channel Account Specialist II
Cloud Y2 Only
(800) 456-8000 x67215
Casey Woodlock
Sr. Channel Account Specialist
Platform & Cloud, SMB
(800) 456-8000 x66977
Microsoft Specialists
Michelle Hendricks
Sales Supervisor
Surface
Chuck Hayes
Sr. Channel Account Specialist
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
Channel Account Specialist II
(800) 456-8000 Ext 67448
Branches - 93, 94, J2 & J3
Julia Flatley
Channel Account Specialist II
(800) 456-8000 Ext 67043
Branches - VAR East/West
AJ Hury
Channel Account Specialist II
(800)-456-8000 x65326
All regions SMB Branch
Scott Richthammer
Sr. Channel Account Specialist
(800) 456-8000 x66354
Branches – G1, G5 & J8
SPLA
Danielle Huegel
Sr. Channel Account Specialist
– SPLA
(800) 456-8000 x67294
KatieLynn Meyers
Channel Account Specialist II
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
Channel Account Specialist II
– SkyKick
(800) 456-8000 x66615
Microsoft Licensing Desk:
Microsoft-
800-456-8000 x 76163
Cloud One-Stop Team
For all your Microsoft Cloud
needs email:
Microsoft-
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
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:
Credit
issued:
$735
30%
off
Register for Promo
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
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/
©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.STRATEGY. EXECUTION. RESULTS. 33
@lmwalsh2112
@The2112GroupLarry Walsh
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].