Joost Fhij of Ingram Micro Cloud describes how cloud solutions can help maximize profits for service providers.

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Leverage the Power of Cloud
for Financial Transformation
Joost Fhij
Sr. Regional Manager
Ingram Micro Cloud, Benelux

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Always online
is the
standard
Growth of
the SMB
market
globally
Technology
is changing fast
Trends That Cause Change
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The IT expectations of a
generation
Speed of
data growth

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OLD SCHOOL NEW SCHOOL
6 Months to start a
business
1 Year to build a
data warehouse
Years to build an
ERP
A BIG capital
investment
6 hours to start a
business
1 Hour to build a
data warehouse
Minutes to build an
ERP
Manageable,
predictable
investment
Times Are Changing

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Growth Drivers in the Global Economy are Shifting
Fortune
50
Fortune
100
Global 500
Big Enterprise
is Shrinking
Layoffs+Downsizing
250+ Million Soho
Small
Midmarket
Billions of Customers
Small
Business is
Growing at 30%
Hiring

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Is the Market Ready?
Oracle and SAP were ready
for annuity ten years ago
So why did they wait?

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Changing Circumstances
Require Adaptation
To determine your role in the future
To determine your strength and
weaknesses
To determine your future proof plan
And to make choices
ADAPT OR DIE
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What is Your Role in the Future
What is the strength of your company
How do your customers look at you
Are your current customers satisfied
How much did you invest in innovation
How likely is it that your competition will
overtake you
How much can or will you invest in new
development
How much patience does your company have
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Determine ROI Expectations
Cost Timing Confidence Level
Will I earn back?
Is investment
necessary?
What effort will it
take?
What will my earnings
model look like?
When will I earn back
my investment?
Will effect on my cash
flow will my
investment have?
When is my
breakeven point
achieved?
Am I that sure I will
actually earn back my
investment?
Am I aware of the
risks that I take?
What can I do to
control these risks?

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SWOT of Cloud Finance
STRENGTHS WEAKNESSES
Annuity in payment
Low risk
Predictability
High survivability
Low churn
Low margin
Volume play to
make it work
High investment
Long time
necessary to ROI
Market adoption
OPPORTUNITIES THREATS
To distinct from
competition
Future proof
Agility in concepts
and services
Long term
relationship with
your customer
Adding to existing
Patience on ROI
Dependability on
MSP
Quality of services
Not able to be all
for all
Bad publicity of
cloud or certain
vendor

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Moving into the Cloud
Revenue is Vanity
• How much revenue do you make now
• With what numbers do you want to grow
• How does this compare with your current situation
Margin is Sanity
• How much margin do you need
• What are the margin trends
• Is Cloud going to increase or decrease this margin (and to what effect)
Cash is King
• What is your current DSO model and working capital
• How do you manage your cash flow
• How are you going to adjust your cash flow model to annuity
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When does a customer
cost you most?
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Existing Customers Are Key
Low churn when in an
Annuity model
How much do you like
your Telco or your cable
company?
But don’t take them for
granted

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Your
Goals
How to Change Your Business Model
How do I deliver value to my customer?
How can I capitalize the added value?
What business model lowers financial thresholds?
How to sell more with a customer in buying mode?
Can I use verticals and adjust my offering?
How important are existing customers?
Ask Yourself… Customer
Needs
What You
Sell
$
How
You
Make
Money

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We Empower Our Channel Partners by…
Security
Cloud
Infrastructure
Business
Applications
+ Platform
Cloud
Management
Services
Communication
+ Collaboration
Aligning with our customers’
top business requirements
Transform • Simplify • Manage • Grow
Helping to solve business problems for customers with cloud solutions
Migrating customers from on premise to cloud
Providing end-to-end customer lifecycle services, including post-sales support

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OUR MISSION
To offer a premier partner program to incent
partners to embrace cloud technology through
Ingram Micro Cloud Marketplace.
Education, marketing, enablement services and
rewards are available to help channel partners
accelerate their cloud sales and profitability.
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By Lifting Businesses into the Cloud…
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we will
accelerate our
joint growth
and profitability

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Questions?
Debates?
Or Other Sidelines?

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