This document outlines the agenda for Cloud University, a conference sponsored by Microsoft and Ingram Micro. The agenda includes sessions on IDC findings, transforming business with Microsoft cloud, a cloud panel discussion, migrating to the cloud with SkyKick, partnering with Ingram Micro cloud, and a marketplace demo. There will also be keynote speakers Capt. Chesley "Sully" Sullenberger and Robert Stephens. The conference aims to provide partners with business development strategies for choosing the right cloud model, solutions, pricing, and leveraging Office 365 recurring revenue.

1. 1Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
Cloud University
Sponsored by Microsoft

2. 1405002
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 2
Agenda
Time Agenda
9:00-9:30am Registration, breakfast
9:30-9:45am Welcome from Ingram Micro and Microsoft
9:45-10:45am IDC- 2014 Findings
10:45-11:00am Break
11:00-12:00pm Transforming Your Business with Microsoft
12:00-1:00pm Lunch
1:00-2:00pm Cloud Panel (IDC, IM, Microsoft, Partner)
2:00-2:45pm Migrating to the Cloud with SkyKick
2:45-3:15pm Partnering with Ingram Micro Cloud
3:15-3:45pm Ingram Micro Cloud Marketplace Demo
3:45-4:00pm Closing Remarks, Q&A and Giveaway

3. 3Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
Partnering with Ingram Micro Cloud

4. 1405002
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 4
Ingram Micro is a master Cloud Service Provider
(mCSP), offering channel partners and
professionals access to a global marketplace,
expertise, solutions and enablement programs
that empower organizations to configure,
provision and manage cloud technologies with
confidence and ease.
Ingram Micro simplifies success in the cloud.

5. 1405002
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 5
Breadth
& Trust
Simplify
& Scale
Grow &
Maximize
Cloud
Private Label
Program
Cloud
Resale
Program
Order • Provision • Manage • Invoice
A one-stop marketplace
Serving as a CSP Cloud Services Providers
CSPsHosted Exchange • Virtual
Servers • Web Hosting
AGGREGATION
PLATFORM
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
Leading master Cloud Services Provider (mCSP)
Cloud Ignite Professional Services

6. 1405002
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 6
CLOUD
MANAGEMENT
SERVICES
COMMUNICATIONS & COLLABORATION
BUSINESS APPLICATIONS
INFRASTRUCTURE
SECURITY
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
The Cloud Solution Stack

7. 1405002
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 7
Business Transformation Planning
What to sell?
- Convert existing?
- Incremental?
KPI-based plan
Sales alignment &
compensation
Investments
required
Partner selection
Due diligence
- Technical and financial
Complement with
professional and
managed services
Technical skills
required
SLAs
Contracting
process
Service delivery
and support
model
Monthly billing
process
Lead sources /
goals
Campaign design
Lead management
process
ROI reporting
Budget and funding
General cloud
Front office /
business acumen
Solution training
Sales process
QBR process
Financial Solutions Operations Marketing Sales

8. 1405002
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 8
Our Office365 Offerings
•Pay for 12 months upfront
•Reseller partner owns billing
•Contact Microsoft for L2 support
•Leveraging disti partnership
•Partner earns front end margins and back end rebates
Open Licensing
•Monthly / pay as you go option
•Microsoft owns billing to end user
•Contact Microsoft for L2 support
•Limited disti interaction as well as disti insight to the details
•Utilize Microsoft’s marketplace portal
•Partner earns finders fee and residual
Advisor Option
•Monthly / pay for usage options
•Reseller partner owns the billing
•Contact Ingram Micro for L2 support & Ability to add on Ingram Micro L1 support
•Fully visibility as well as interaction with disti partner
•Ability to utilize ONE MarketPlace portal with all solutions
•Partner earns front end margins
Cloud Solution
Provider (CSP)
Program

9. 1405002
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 9
Front End Margin
Opportunity (15%)1
Additional VAR
Incentives for
Reseller (8%) &
Accelerator (12%)2
Azure Partner Licensing Options
Open
MOSP
Enterprise Agreement
(EA) on yearly
commitment
• Lowest Barrier of Entry
• Low Accounts Receivable Risks
• No Requirements around “Value
Added” Services
Pay as you Go
• Zero upfront/cancel anytime
Commitment Plans
• $3000 min commitment
• Upfront Commitments Starting at
$25K/year
• EA language aligned to direct MOSP
language – Resale prohibited
• No Overage Penalties
• Access to Enterprise Portal
*EA customers can exceed their upfront commitment by up to 50% and be billed for it at the end of the year.

10. 10Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
Cloud Marketplace

11. 000000_11

12. 1405002
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 12
Keynote Speakers
Capt. Chesley “Sully” Sullenberger
Miracle on the Hudson
Robert Stephens
Founder of Geek Squad
Saturday, March 7
• Arrive to participate in the golf
tournament
Sunday, March 8
• Golf tournament – 7:30am
Content-packed afternoon
• Business sessions all afternoon
• Microsoft Boot Camp
• Women of the Cloud meeting
• Welcome reception, all attendees
Monday, March 9
• Welcome address
• Capt. Chesley “Sully” Sullenberger
• Business development sessions
• Vendor / partner sessions
• Tech Fair – 6:30-9:30pm
Tuesday, March 10
• General session
• Robert Stephens
• Business development sessions
• Vendor / partner sessions
• Additional Tech Fair
• Final Night Party 6:30-10:30pm
Wednesday, March 11
• Depart
Registration Fee Dates
Early Bird Registration $499 12/10 - 1/31
Regular Registration $599 2/01 - 2/28
Late Registration $699 3/01 – 3/10
Cloud Summit 2015
Cloud Summit North America
Arizona Grand Resort and Spa
Phoenix, AZ
Sunday, March 8 – Tuesday, March 10
Attendance: over 800
Register at ingrammicrocloudsummit.com
Agenda at a Glance
Monday 3/09
Tuesday 3/10
Cloud Summit is all about giving you hands-on, actionable business
development know-how. You'll learn how to:
• Choose the right cloud business model complementing your Microsoft
business
• Select the best cloud solutions for your portfolio.
• Price cloud solutions and package them with your Microsoft offerings.
• Leverage the power of recurring revenue offering Microsoft Office 365.

13. 1405002
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 13
• Join us for an Azure 101 Demo most Tuesdays from 1:30-2:30PM EST
• Hosted by David Priebe, Microsoft Technical Engineer at Ingram Micro
• Watch as David reviews the overall features of Azure and discusses the
benefits it will provide to the customer. He will also review the pricing
structure and the transaction model for purchasing Azure through
Open Licensing.
Webinar Special: Azure 101 Demo
Interested? Please email
Microsoft-Cloud@ingrammicro.com to receive
the Lync meeting calendar invitation.

14. 1405002
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 14
• Join us for an Office 365 Demo most Thursdays from 1:30-2:30PM EST
• Hosted by David Priebe, Microsoft Technical Engineer at Ingram Micro
• Watch as David showcases the Office 365 Administrative console and
co-authors a Word document. He will also demo the newest features of
Office 365 – including Lync Online and OneDrive for Business!
Webinar Special: Office 365 Demo
Interested? Please email
Microsoft-Cloud@ingrammicro.com to receive
the Lync meeting calendar invitation.

15. 1405002
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 15
Offer
 20% discount on Office 365 ProPlus
 15% discount on Office 365 Enterprise E3
 On Pricelist through OV and OVS
 Buy any O365 quantity at time of SA expiration
 August 1, 2014-June 30, 2015
Renew to the Cloud

16. 1405002
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 16
SMB VAR Incentive
Incentive
• Provides payouts to partners
selling Microsoft products and
technologies, including
virtualization, security and cloud
• O365 product payouts through
Open License and OV/OVS, all
other product categories through
OV/OVS
• Available January 1, 2015 – June
30, 2015
VAR Incentive Page

17. 1405002
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 17
The Microsoft Napa Contest is back!
Ingram Micro
Partner
Contest
Win a trip to Napa for you and a guest.
Every seat/unit sold of Windows 2012 R2, Azure,
O365, or Surface with O365 earns you an entry into
the raffle to win!
The more units sold, the better chance you have of
attending this exclusive trip.
Contest Dates: 1/12/15-7/3/15
*contact your MD team for more info

18. 1405002
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 18
.
We currently have a promotion for our new users on the Marketplace. The promotion is called Cloud Elevate VISTA. The program is designed to
incent, enable, and drive our partners’ success on our Cloud Marketplace. Our mission is to make adopting our Marketplace as seamless as
possible for our partners. All you have to do is click Join Now and fill out the registration online form for our tracking purposes. You will also
receive a $50 monthly credit on your account for 6 months! We are providing you the opportunity to test out the solutions yourself, get your
engineers engaged and become experts on leveraging the portal. **Please remember you have to sign up and provision a solution before
December in order for those credits to stay in your account, think of it as easy revenue.
This credit of ($50/month x 3 months = $150) can be used for your internal use to:
1. Give your engineers a sandbox to test and demo virtual private servers for your customers
2. Leverage the virtual private servers as fail-over servers for your internal use
3. Run in-house, Cloud e-mail with hosted exchange
4. Host your own, or other company websites
We want our partners to experience the ease of use of the portal and confidently order, provision, and manage all cloud solutions through Ingram Micro. As a
member of the program they will become eligible for additional promotions, education, marketing and sales support, and much more as they move up in the
program. Here is a link to learn more - http://servicedesk.cloud.im/kb/

19. 1405002
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 19
INGRAM MICRO Our Team Is Here To Help You
West Region
TBD
Market Development Executive
Kristin Friend
Channel Account Executive – SMB
Branches (716) 633-3600 x67139
Alex Dockstader
Channel Account Specialist II
(800) 456-8000 x67282
Brittany Drumm
Channel Account Specialist II
Cloud
(800)-456-8000 x66353
Chris Meindl
(OEM/Retail/ESD)
Channel Account Specialist II
(800)-456-8000
Central Region
Dan Rust
Sr. Market Development Executive
(716) 228-7652
Kristin Friend
Channel Account Executive – SMB
Branches (716) 633-3600 x67139
Dan Eyrick
Sr. Channel Account Specialist
(800)-456-8000
Rob Gugliuzza
Channel Account Specialist II –
Cloud
(800)-456-8000 x65377
Scott Richthammer
Channel Account Specialist II
(OEM/Retail/ESD)
(800) 456-8000 x66354
East Region
Mike Bellet
Market Development Executive
(716) 465-2752
(800) 456-8000 x65358
Kristin Friend
Channel Account Executive – SMB
Branches
(716) 633-3600 x67139
Meg Moore
Channel Account Specialist II
(800) 456-8000 x67348
Jeff Fabin
Sr. Channel Account Specialist –
Cloud
(800)-456-8000 x65360
Leigh Schreiner
(OEM/Retail/ESD)
Channel Account Specialist II
(800)-456-8000 x65326
Microsoft Specialists
Chris Parker
Sr. Channel Account Specialist - Surface
(800) 456-8000 x65227
Patrick Flatley
Support Rep- Surface
(800) 456-8000 x66296
Eric Varga, Sr. Channel Account Specialist- OEM, Retail, ESD
Technical Experts
David Priebe, Microsoft Technical Solutions Engineer
Jason Lambert, Field Technical Consultant - Azure
Cloud OneStop Team
For all your Microsoft Cloud needs email:
Microsoft-Cloud@ingrammicro.com
SPLA
Stephanie Danieu
Sr. Market Development Specialist – SPLA
(800) 456-8000 x67258
Microsoft SPLA: Danielle Huegel
Microsoft-SPLA@ingrammicro.com
SkyKick
Melanie Noe
Channel Account Specialist II – SkyKick
(800) 456-8000 x66615
ND
SD
NE
KS
MN
IA
MO
MI
IN OH
KY
TN
WI
IL
OK AR
LATX
WA
OR ID
MT
WY
NV UT CO
AZ NM
MS AL
FL
GA
SC
NC
WV
VA
MDDE
NY
VT
NH
CTRI
ME
MA
PA
NY
SoCal
NorCal
HI
NJ

20. 1405002
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 20
Intended for Microsoft partner use only
FREEFirst migration project – first 30
seats free ($1500 max value)
20%
OFFyour second migration project
($3200 max value)
30%
OFFyour third migration project
($4800 max value)
Free-1-2-3.
The more you migrate the more you profit
1 2 3
Turbo Overview – Up to $10k Offer
Offer expires 2/28/15
https://www.skykick.com/ingram/

21. 1405002
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 21
David Jeffery
West
Open
Central
Bob Caponi
Midwest
Maria Moran
Northeast
Drew Ekes
Canada
Michael
O’Donnell
Southeast
Cloud Development Team
Michael Perry, Director of Cloud Sales
Inside Cloud Sales Specialists
• Mustafa Jaffer – Canada
• Alex Fenner – East
• Lorie Littler – West & Central
Cloud Development Executives & Strategic Account Team
Jeff
Palazzo
(West)
Gary
Sicherman
(Central)
Kevin Lawless
(Northeast)
Michael
Cooper
(Southeast)

22. 22Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
Closing Remarks, Q&A, Giveaway
https://www.surveymonkey.com/s/cloudutampa

23. 23Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
Thank you