Acceleration Through Partnership How to Achieve 40/40

1 .40/40; Acceleration through Partnership Jason Webster | Principal, eGroup J e f f T u r n e r | G M O C P, M i c r o s o f t J o h n D u s e t t | D i r e c t o r, I n g r a m M i c r o C l o u d 

2 .Doing 40% more, with 40% less Acceleration through Partnership. ✓ Video ✓ Where we’re going – Jeff Turner, Microsoft ✓ How we’re helping Partners accelerate – John Dusett, Ingram Micro ✓ How Partners are winning with customers – Jason Webster, eGroup ✓ Q&A 

3 .Video 

4 .The Destination 

5 . Digital transformation is rapidly reshaping the landscape “Every business will become a software business, build applications, use advanced analytics and provide SaaS services.“ - Satya Nadella Proprietary information of Ingram Micro Inc. – Do not distribute or duplicate without Ingram Micro’s express written permission. 

6 .Driving forces behind DATA 163 zettabytes annually by 2025 digital transformation Data Growth ANALYTICS $200 billion global market by 2020 Huge amounts of data 1 Zettabyte = 1 Billion Terabytes 163 CLOUD 50 1.3 Zettabyte: Estimated to be all Internet traffic in 2016 Cloud shift will affect more than 4.4 $1 trillion in IT spending by 2020 2013 2020 2025 60% computing Democratizing Enterprise IT in the public cloud by 2025 Source: IDC Source: Forbes, Gartner 

7 . Our expanding opportunity Proprietary information of Ingram Micro Inc. – Do not distribute or duplicate without Ingram Micro’s express written permission. 

8 . The challenge at hand Creating separation Power has shifted Changing expectations Proprietary information of Ingram Micro Inc. – Do not distribute or duplicate without Ingram Micro’s express written permission. 

9 . Microsoft One Commercial Partner Empowering Partners to make more possible Build a Strategic Asset in our Partner ecosystem To capture the $1.7T US DT TAM Strengthened through One Commercial Partner commitments: Increase Profitable Growth Enhance Deepen Culture Partners’ of Partnering Experience in MSUS Drive Enable Joint Accelerate Co- Technical Go-to-Market Selling Enablement Proprietary information of Ingram Micro Inc. – Do not distribute or duplicate without Ingram Micro’s express written permission. 

10 .Proprietary information of Ingram Micro Inc. – Do not distribute or duplicate without Ingram Micro’s express written permission. 

11 .Windows Server and SQL Server 2008 and 2008 R2 End of Support: Options and Offers IaaS: Move to SQL Server or Windows Server Azure VMs, get 3 more years of Extended Security Updates at no additional charge PaaS: Move SQL Server to Azure SQL Database Managed Instance (version free, fully managed, no patching needed) Use Azure Hybrid Benefit to maximize on-premises investments Upgrade to current Windows Server/ SQL Server versions 2018 2019 2020 OR Buy 3 more years of Extended Security Updates on 2008/R2 

12 . Enabling Digital Transformation Modern workplace Business applications Applications Empower Engage Optimize & infrastructure Transform products employees customers operations Data & AI Proprietary information of Ingram Micro Inc. – Do not distribute or duplicate without Ingram Micro’s express written permission. 

13 . Building a Compelling Customer Acquisition Plan Utilize Play-in-a-Box to land sales plays 1 2 3 4 5 6 7 8 Value Partner Target List Compelling Demand Customer Enablement Target Proposition aligned to Offer Gen Reference Outcome play Modern Biz. Data & AI Apps & Workplace PiB Applications PiB PiB Infrastructure PiB 

14 .The Roadmap 

15 .Where do we start? • “Let’s go sell Azure.” 

16 .Where do we start? • “Let’s go sell Azure.” • Solutions with co-sell ISV’s • Competencies • Marketing • Assessment tools / resources • Deployment tools / resources • Operations; Billing & Management 

17 .Where do we start? • “Let’s go sell Azure.” • Solutions with co-sell ISV’s • Competencies • Marketing Here at Cloud Summit: • Assessment tools / resources - IaaS Vision Planning Workshop; Aqua 314 • Deployment tools / resources - IaaS Programs & Education Workshop; Aqua 314 - IaaS Sales Planning Workshop; Aqua 314 • Operations; Billing & Management 

18 .40% “Continuous improvement is better than delayed perfection.” - Mark Twain more, with 40% • What can we do better? • What can you do better than we can? • How can we solve a customer less problem together? • How can we create new opportunities? 

19 . Ingram takes on Partnership eGroup’s challenges • Ingram provides resources and tools that so, eGroup can eGroup would otherwise have to build or buy. focus on their • eGroup is candid about what works well, customers. what doesn’t and where they needed support. • Communication & trust are key factors in our partnership 

20 .Full Speed Ahead. • Joined Ingram’s Azure Accelerate in 2018 • Achieved “Elite” level • Leveraging • Marketing resources, • “Early adopter programs” • Direct access to Ingram’s Azure CoE. • Billing Management/Ops Tools • Future looks bright 

21 .The Results 

22 .

23 .Power of Partnership • 6x Gold Microsoft Partner • 3 Million Office 365 Users migrated • Azure Accelerate Partner • 2018 Microsoft Azure Rising Partner of the Year • Microsoft EM+S Elite Partner 

24 . Business leaders want IT to create Accelerating Through business results, innovation and Partnership continuous improvement. This is • Capturing Part of the 1.7 TAM referred to a “Digital Transformation” and requires • Enabling our Clients Digital Transformation organizations to adopt a new set • Focus to go Further of goals along with the processes, tools, metrics and measures • Partnership needed to achieve them. 

25 . Becoming Known for Something eGroup packages hybrid cloud solutions Accelerating Through and expertise into a portfolio of Partnership subscription based, recurring services • Capturing Part of the 1.7 TAM known as: • IT Resilience • Enabling our Clients Digital Transformation • IT Recovery • Focus to go Further • Limitless Productivity • Partnership • Managed Cloud 

26 . One Knock. Many Doors Build Relationships - We still live in a Accelerating Through world of four-legged sales calls Partnership • Capturing Part of the 1.7 TAM Connect the Dots – Become Easy to Engage • Enabling our Clients Digital Transformation • Focus to go Further Become the Best • Partnership 

27 .Ingram Micro Keeps our Focus on our Clients Our partnership with Ingram Micro has allowed eGroup to create hybrid cloud solutions that span private and public clouds. Offering vital platforms, services and partnership that enables our client’s digital transformation. Solutions that are tightly coupled with eGroup Subscription Services. 

28 .Unprecedented Engagement with Microsoft Partnering with Microsoft and selling outcomes has enabled eGroup to further our reach to new clients and geographies. Creating a culture that encourages co-selling and engagement. • Co-Selling with Azure Specialists • Co-Selling with ISV Partners • Investments and Partner Programs 

29 . Going Further, Faster! More Less Reduction Increase Revenue, Margin & Profit Cost of Doing Business in Travel Related Expenses in New Client Acquisition Proprietary information of Ingram Micro Inc. – Do not distribute or duplicate without Ingram Micro’s express written permission.