Best Practices for the Breadth Stage

A majority of partners remain in the Build stage. Don’t get stuck there and learn what it takes to move your cloud business forward to the Breadth stage. Find out more about incorporating SaaS offerings, cross-selling, automated provisioning and digital marketing.
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1.Best Practices for the Breadth Stage Cherise Dolan | Channel Account Specialist Kevin Lawless | Senior Sales Manager

2.Best Practices for the Breadth Stage Agenda • Review – Breadth Stage • Cross Selling & the small business journey • Product Multiplier Model • The value of automation & how to do it right! • Digital Marketing – Where to start?

3.A r e y o u C l o u d A w e s o m e ? The Breadth Stage

4.The Cloud Awesomeness Roadmap SCALE DEPTH BREADTH BUILD Self-service Hybrid catalog Outsourced catalog Digital marketing Integrated digital marketing Integrated digital marketing Manual provisioning Automated provisioning Automated provisioning Automated provisioning Reactive – Opportunistic Cross-selling Cross-selling Cross-selling 1-3 Cloud Offerings 4-10 Cloud Offerings 10+ Cloud Offerings + IaaS 10+ Cloud Offerings + IaaS 60% 30% 9% 1% 4

5. T h e S m a l l B u s i n e s s J o u r n e y & C r o s s S e l l i n g Are you getting the most out of your partnerships?

6. The cross-sell product multiplier model 1 2 3 4 5 6 7 8 Email Security Collaborate Backup Infrastructure CRM Telco Service Desk Business Needs Lifecycle • Corporate • Security • Collaboration • Backup • Compute • CRM • UCaaS • Service desk email • Backup & • Unified • Disaster • Storage • e-Signature • Hosted PBX • Email archive collaboration recovery • Networking • Sales • Presence migration • Endpoint • Workplace intelligence protection productivity 6

7. A u t o m a g i c a l ! Automation & How to get it right!

8.Average Productivity Suite Deal Metrics Automation Manual # Seats 50 50 Price per Seat $ 7.50 $ 7.50 MRR $ 375.00 $ 375.00 Margin Rate 9.0% 18.0% GP$ $ 33.75 $ 67.50 Cost of Opertions Average Hours to Purchase Per Client Per Month 0.03 0.17 Total Hours per Month 0.10 0.50 Total Hours per Year 1.20 6.00 Average Hours to Provision Per Client Per Month 0.03 0.17 Total Hours per Month 0.10 0.50 Total Hours per Year 1.20 6.00 Average Hours to Reconcile Invoices Per Client Per Month 0.02 0.17 Total Hours per Month 0.60 6.00 Total Hours per Year 7.20 72.00 Total Monthly Operational Hours 0.22 1.17 Total Annual Operational Hours 9.6 84 Operations Salary per Hour $ 20.00 20.00 Operations Cost per Month $ 192 $ 1,680 Operations Cost per Year $ 2,304 $ 20,160 Operations Cost per Seat per Month $ 0.11 $ 0.93 Operations Cost per Seat per Year $ 1.28 $ 11.20

9. M a r k e t i n g … D i g i t a l l y ? Where to start with Digital Marketing

10.Digital Marketing What should I be doing? • Campaigns • Website • SEO • Email • Social

11.Getting Started Visit the Sales and Marketing Hub and gain exclusive FREE access to: • Marketing Campaigns • Sales Playbooks • Insights and Tools • Ingram Micro News and Updates

12.Marketing Campaigns

13.Sales Playbooks Available breakdown by: • Company Size • Vertical • Product line • Solution

14.Insights & Tools Your go to hub for: • Industry news & updates • Emerging Trends • Upcoming webinars • Must attend events

15.Contact information Patrick O'Dell Cherise Dolan Ingram Micro Cloud Ingram Micro Cloud Patrick.Odell@ingrammicro.com Cherise.Dolan@IngramMicro.com

16. Thank You Cherise Dolan Patrick O'Dell Channel Account Specialist Sales Manager Cherise.dolan@ingrammicro.com Patrick.Odell@ingrammicro.com https://www.linkedin.com/in/cherise-dolan https://www.linkedin.com/in/klawless4/