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Two-tier distribution:How to reach millions of SMB customers at scale (Renee Bergeron, Ingram Micro)

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Two-tier distribution: How to reach millions of SMB customers at scale
by Renee Bergeron Senior Vice President, Global Cloud Channel, Ingram Micro

Published in: Marketing
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Two-tier distribution:How to reach millions of SMB customers at scale (Renee Bergeron, Ingram Micro)

  1. 1. Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.© Ingram Micro Inc. 1 2-TIER DISTRIBUTION: How to Reach Millions of SMB Customers at Scale 2-TIER DISTRIBUTION: How to Reach Millions of SMB Customers at Scale Renee Bergeron Senior Vice President, Global Cloud Channel @ReneeIMCloud
  2. 2. Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 2 The Vast Majority Will Buy from a Channel Partner Select the right services Customize to meet specific needs Integrate with existing solutions Maximize existing investments Support the customer lifecycle T R U S T E D A D V I S O R Over 75% of cloud services revenues will be mediated by channel partners/brokers by 2020 (55% today) Source: IDC Cloudview, 2016
  3. 3. Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 3 Little to No Investment Bundled Solutions Start Selling in Minutes Enable Customers to Self-Serve Up-sell + Cross-sell Manage Pricing How Ingram Micro Helps Partners to Transform Comprehensive Services Catalog Flexible Cloud Platforms Business Transformation
  4. 4. 4Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. Flexible Cloud Platforms Cloud Delivery Your Way to Accelerate Your Business Growth Software Essentials Premium Services Cloud Marketplace Cloud Store Referral Operated by Partners Full control Data governance In-house services Operated by Ingram Micro Simple management Instant launch Broad services portfolio F E D E R A T E D M A R K E T P L A C E
  5. 5. 5Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. Horizontal Solutions Business Apps Cloud Mgt. Communications + Collaboration Infrastructure Security Web Presence Vertical Solutions Healthcare Legal Government Retail Comprehensive Services Catalog Rollout New Services Rapidly and Maximize Profit Largest Cloud ISV Ecosystem in the Industry Vendor On-Boarding and Commercial Enablement Enables Cross-Sell/Up-Sell with Your Own Services Technology Integration and APS Standard CLOUDSERVICEPROVIDERS 24x7SUPPORT Telco Hoster VAR OEM MSP SI PARTNER CHANNELS Consumer SOHO SMB Enterprise Government Education END CUSTOMERS
  6. 6. 6Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. APS Connect Simplified Deployment and Onboarding of New Services Service Vendors (ISVs) Service Providers 100% compatible with APS standard Rapid Development Reduced Publishing Time Easy Onboarding Simple Lifecycle ISV Recruitment Targeting 1K ISVs within 12 months with the launch of APS Connect
  7. 7. 7Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. • Sell and orchestrate their own solutions/services • Resell direct vendors via syndication • Resell Ingram’s cloud catalog via federation Thriving in the Platform Economy Enable Partners to Enter the Platform Economy and Lead the Digital Transformation System Integrators TelcosHosters MSPs Resellers
  8. 8. Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.© Ingram Micro Inc. 8 Questions?Questions?

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