ingram micro: cloud management services category 101 training · 2015-02-13 · confidential and...
TRANSCRIPT
1 Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
Ingram Micro: Cloud Management Services
Category 101 Training
Steve Czerniejewski , Channel Account Specialist II – Cloud, North America
February 12, 2015
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Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 2
Agenda
• What is Cloud Management Services (CMS)?
• Why is CMS nearly 50% of Cloud Services revenue?
• Pro’s & Cons of Offerings
• Business Case for the Reseller Partner
• Business Case for Reseller Partner End-Clients
• Financial Impact: How CMS Services Grow Revenue in Other Areas
• Next Steps
• Questions & Answers
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Cloud Management Services
• One of 5 Ingram Categories:
− Cloud Management Services
• Remote Monitoring
• Ticketing
• Outsourced NOC
• Help Desk
− Communication & Collaboration
− Infrastructure
− Platform
− Security
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CMS: Nearly 50% of Ingram Services Revenue
• Largest & Fastest Growing
Category
• Foundation offerings for
successful Cloud Practice
• Importance of Partners Making
Right Offering Selections
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Pros & Cons of Monitoring Services
• Pros: − Visibility into end clients environment
− Quicker & less costly remediation
− Uncover hardware sale opportunities
• Cons: − Takes time to select the right tool
− Need to train technicians to take advantage of efficiencies
− Need to consider impact on complimentary offerings
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Ticketing Systems
• Pros:
− Capture all technical calls & billing
− Integrations to remote monitoring, NOC, help desk, financial systems
− Creates efficiencies on process flows
• Cons:
− Takes time to set-up & implement
− Does not produce recurring revenue
− Involves nearly all key personnel within company
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Network Operation Center (NOC)
• Pros:
− 24x7x365 “eyes on the glass”
− Integrations to remote monitoring, Ticketing Systems
− Optimize Internal Technicians
• Cons:
− Expensive to set-up NOC in house
− Value proposition not easy to convey
− Involves tight coordination with internal technical team
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Outsourced Help Desk
• Pros:
− Quickly & easily scale
− Integrates with remote monitoring & ticketing
− Efficient use of internal technical resources
• Cons:
− Limited to SLA’s & Scope of offering
− May have invested heavily in internal help desk
− Easy for other partners to also offer
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Business Case: Reseller
• Visibility into End-Client entire IT environment
• Efficient use of high-level technicians
• Quick & less costly resolution of technical issues
• Adds value to other service offerings & drives additional hardware revenues
• Sticky end client relationships
• High margin
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Business Case: End Client
• Reduced downtime
• Quicker resolution of many technical issues
• Early warning of infrastructure problems
• Business case for efficient hardware refresh
• Partner greater understanding of environment
• Easily scale business without concern of technology limitations
• Higher recognized value, willing to pay more
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Partner Financial Impact
• Predictable recurring revenue (15-25% margins)
• Improve cash flow (reduce peaks & valleys)
• Bundling of services make for unique value delivery
• Higher Financial valuation of Reseller company
• Higher personnel retention
• Quicker Growth
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Next Steps
• Engage CMS team for one-on-one consulting:
− Phone: 800-705-7057, option 1
− Email: [email protected]
• Look out for our upcoming CMS 201 session (Feb 26 2015)
• Reach out to: Steve Czerniejewski
− Phone: 716-633-3600 x67174
− Email: [email protected]
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Questions
14 Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.