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The Importance of CrossSelling and the Tools to Help You Master IT
1 .The Cross Sell Journey Ingram Micro Cloud US
2 .Ingram Micro Cloud US Patrick O’Dell Craig Spencer Nick Quinn Ingram Micro Cloud Ingram Micro Cloud Ingram Micro Cloud Sales Manager Sales Manager Cloud MDE
3 .Agenda • Intros • Ingram Micro Cloud Snapshot/Value slide • Upsell/Cross-sell value • Cloud Awesomeness partner segmentation • Partner REV/Stack examples • Cross-sell journey example • Cross-sell calculator demo • Q&A
4 .Ingram Micro Cloud Snapshot
6 . VISION To enable customers and partners to win in the digital economy, by providing: ACCESS TO AN PROVEN GO-TO- A HYPERSCALE INFINITE MARKET DIGITAL ECOSYSTEM SERVICES PLATFORM Proprietary information of Ingram Micro Inc. – Do not distribute or duplicate without Ingram Micro’s express written permission. Proprietary information of Ingram Micro Inc. – Do not distribute or duplicate without Ingram Micro’s express written permission.
8 .5 THINGS TO CONSIDER Ingram Scale Support Enablement Relationship Technology Accelerated time Quality Support Increased Profit Expanded portfolio Hyperscale Platform to market Leverage included Our leading enablement Access our infinite We make the Automation for ordering, (free of charge) L2 and services and deep cloud ecosystem of investments in our provisioning, billing and L1* Support through technical expertise cloud services to technology marketplace fulfillment mean you Ingram Micro Cloud. become your source of diversify your offerings, and vendor APIs so you accelerate success and z don’t have to. revenue and profit. protect customer base scale without the costs and grow your recurring revenue stream. Partner Benefit: Partner Benefit: Partner Benefit: Partner Benefit: Partner Benefit: Scale without upfront Reduced on-going Profit from white- Improved margins from Robust provisioning investment post-sale support labeled professional customizable bundles platform without the costs. and managed services and services. costs of vendor management. Proprietary information of Ingram Micro Inc. – Do not distribute or duplicate without Ingram Micro’s express written permission.
9 .Where is your business today and where will it be tomorrow?
10 . Value of Cross-sell and Upsell Significantly 30% E-commerce Lower churn increase revenue from upsell rates equals and cross-sell. customer LTV to more Cross-selling profit Increase keeps average customers order value 36% Cross-selling Boost (AOV) revenue generated by Amazon. revenue and profits 90% B2B customer value is obtained after the initial sale.
11 .WHAT’S YOUR STACK GOOD +BETTER +BEST PRODUCTIVITY PRODUCTIVITY PRODUCTIVITY SECURITY SECURITY + CONTINUITY IAAS COLLABORATION
12 .✓ Net new logo 5-25X more expensive to acquire ✓ Win rate on excising 60-70 % vs 5-20% on new ✓ 90% of B2B customer value obtained after 1st sale
13 .Use case
14 .Partner examples Partner A $ 12,783.30 MICROSOFT CSP $ 12,783.30 • All three of these resellers also have strong hardware Partenr B $ 100,792.00 business with IM. MICROSOFT CSP $ 28,605.20 TREND MICRO $ 14,685.80 • All three started with O365, Not all have transitioned SKYKICK - SERVICES $ 57,501.00 past. Partenr C $ 133,519.60 • All three leverage automation to help scale their MICROSOFT CSP $ 15,604.60 business AMAZON WEB SERVICES CB $ 14,731.40 AUTOTASK $ 56,107.50 • Only partner C has a management tool in place to take DOCUSIGN $ 3,535.20 advantage of a lucrative MSP practice as well as an DROPBOX $ 10,643.90 IaaS Practice PROOFPOINT ESSENTIALS MONTHLY $ 9,840.70 SKYKICK - SERVICES $ 14,850.30 SYMANTEC CLOUD SERVICES $ 8,206.00