Ingram Micro: Cloud Management Services Category 101 Training · 2015-02-13 · Confidential and proprietary information of Ingram Micro Inc. —Do not distribute or duplicate without

1 Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

Ingram Micro: Cloud Management Services

Category 101 Training

Steve Czerniejewski , Channel Account Specialist II – Cloud, North America

February 12, 2015

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Agenda

• What is Cloud Management Services (CMS)?

• Why is CMS nearly 50% of Cloud Services revenue?

• Pro’s & Cons of Offerings

• Business Case for the Reseller Partner

• Business Case for Reseller Partner End-Clients

• Financial Impact: How CMS Services Grow Revenue in Other Areas

• Next Steps

• Questions & Answers

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Cloud Management Services

• One of 5 Ingram Categories:

− Cloud Management Services

• Remote Monitoring

• Ticketing

• Outsourced NOC

• Help Desk

− Communication & Collaboration

− Infrastructure

− Platform

− Security

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CMS: Nearly 50% of Ingram Services Revenue

• Largest & Fastest Growing

Category

• Foundation offerings for

successful Cloud Practice

• Importance of Partners Making

Right Offering Selections

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Pros & Cons of Monitoring Services

• Pros: − Visibility into end clients environment

− Quicker & less costly remediation

− Uncover hardware sale opportunities

• Cons: − Takes time to select the right tool

− Need to train technicians to take advantage of efficiencies

− Need to consider impact on complimentary offerings

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Ticketing Systems

• Pros:

− Capture all technical calls & billing

− Integrations to remote monitoring, NOC, help desk, financial systems

− Creates efficiencies on process flows

• Cons:

− Takes time to set-up & implement

− Does not produce recurring revenue

− Involves nearly all key personnel within company

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Network Operation Center (NOC)

• Pros:

− 24x7x365 “eyes on the glass”

− Integrations to remote monitoring, Ticketing Systems

− Optimize Internal Technicians

• Cons:

− Expensive to set-up NOC in house

− Value proposition not easy to convey

− Involves tight coordination with internal technical team

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Outsourced Help Desk

• Pros:

− Quickly & easily scale

− Integrates with remote monitoring & ticketing

− Efficient use of internal technical resources

• Cons:

− Limited to SLA’s & Scope of offering

− May have invested heavily in internal help desk

− Easy for other partners to also offer

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Business Case: Reseller

• Visibility into End-Client entire IT environment

• Efficient use of high-level technicians

• Quick & less costly resolution of technical issues

• Adds value to other service offerings & drives additional hardware revenues

• Sticky end client relationships

• High margin

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Business Case: End Client

• Reduced downtime

• Quicker resolution of many technical issues

• Early warning of infrastructure problems

• Business case for efficient hardware refresh

• Partner greater understanding of environment

• Easily scale business without concern of technology limitations

• Higher recognized value, willing to pay more

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Partner Financial Impact

• Predictable recurring revenue (15-25% margins)

• Improve cash flow (reduce peaks & valleys)

• Bundling of services make for unique value delivery

• Higher Financial valuation of Reseller company

• Higher personnel retention

• Quicker Growth

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Next Steps

• Engage CMS team for one-on-one consulting:

− Phone: 800-705-7057, option 1

− Email: [email protected]

• Look out for our upcoming CMS 201 session (Feb 26 2015)

• Reach out to: Steve Czerniejewski

− Phone: 716-633-3600 x67174

− Email: [email protected]

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Questions

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