1.IaaS Sales Planning Workshop J e f f P a l a z z o | S r. I a a S S o l u t i o n s E x e c u t i v e , U . S . C l o u d 

2. IaaS Lifecycle Framework PARTNER ENABLEMENT OPPORTUNITY ENABLEMENT EXECUTION 1 2 3 4 5 6 7 8 9 Partner Demand Opportunity Discovery + Ongoing Training Proposal Deployment Operations Recruitment Generation Qualification Consultation Management Propensity Sales Training Thought Opportunity Technical Quote Configuration Billing Monitor + Analysis Leadership Qualification Discovery Consolidation Secure Environment Technical Proposal Orchestration Partner Training Marketing Scope of IaaS Solution Subscription Qualification Collateral Requirements Architecture + Management SLA Customer Testing Design Achievement Solution Presentation Training Marketing Capacity Migration Campaigns Aggregation Technical Support Certification Project Events Management 

3.“Nothing happens until someone sells something” 

4.Key Sales Planning Components • Sales Competency • Sales Kits • The Customer Discussion 

5.IaaS Sales Competency • AWS Business Professional • TCO and Cloud Economics • Azure Sales Fundamentals (18554) 

6.IaaS Sales Competency Need to be Need to be agile compete Need to be compliant Elastic Scalable Secure TCO Cloud Benefits ROIC Need to Transform Need cash Upkeep PAYGO on hand OPEX Want to get Stretched IT acquired resources IT is old and unreliable 

7.IaaS Sales Competency Investment creates All other differentiation that investments wins customers Investment shortfall creates serious and immediate risk All other investments 

8.Sales Kits – Equipping your Team 

9.Sales Kits 

10. Sales Kits • Time-bound offers • Well-defined options • Collateral • Sample deliverable • Consequences! • Descriptive literature • Easy to quote • Qualifying questions • Marketing support • Technical run-books (engineering) 

11. Sales Kits • Standard Services, Solutions • Fit your target markets • Well-defined, repeatable • Collateral • Sample deliverable • Descriptive literature • Easy to quote • Qualifying questions • Marketing support Backup-as-a-Service (BaaS) • Technical run-books (engineering) 

12.Sales Kits 

13.The Customer Discussion 

14.The Customer Discussion 

15.The Customers Discussions 

16.The Customer Discussion 

17.The Customer Discussion Image provided by Amazon Web Services 

18.The Customer Discussion 

19.The Customer Discussion 

20.What’s next? 

21.Call to Action • Leadership: • Salespeople: • Standard offers • Get educated • Time-bound offers • Problem/Solution => Benefit • Marketing investment • Become relevant, valuable • Create sales kits • Leverage sales kits • Pre-sales engineers • Describe the Cloud Journey • Solution run books • Repeatable planning • iaas@Ingrammicro.com • Address stakeholder needs • Sell the Assessment 

22.IaaS Sessions at CSX • IaaS Vision Planning Workshop • LAB: Leveraging Next-Gen Compute and Database Services with AWS • IaaS Programs and Education Planning Workshop • LAB: Architecting a Virtual Private Cloud (VPC) on AWS • IaaS Marketing Planning Workshop • LAB: Serverless Computing and Chatbots with Microsoft • IaaS Sales Planning Workshop Azure • Establish a Successful and Sustainable IaaS • LAB: Updating From SQL Server 2008 to Microsoft Azure Business • VENDOR: Accelerate your Practice with Azure • IaaS best practices for MSPs • VENDOR: Reimagining the Cloud with Cisco • IaaS Lifecycle Services Panel • VENDOR: VMware, The Clear Choice for a Multi Cloud Era • Streamline Adoption of Cloud with Ingram Micro Cloud Orchestrator • EXTRA: Azure and Hybrid Cloud EOS Opportunities (3/11) • Applying AI and ML to Operations • EXTRA: AWS STP: Foundations for Business (3/14) • IaaS Cost Optimization Planning with CloudCheckr 

23. Thank You Jeff Palazzo S r. I a a S S o l u t i o n s E x e c u t i v e Jeff.Palazzo@ingrammicro.com https://www.linkedin.com/in/jeffpalazzo/