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Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express
wri
tten permission.


Ingram
Micro


Ingram
Micro’s IBM
Business Unit


BA & Big Data


IBM & Cognos


ICE
Program Review


Slide title here (Need title or to delete)


SUCCESS


2011 annual revenues: $36.3 billion


Approximately 15,500 associates


Customers in approx. 145 countries


105 distribution centers worldwide


Operations in 26 countries


No. 75 on 2011 Fortune 500 list


Diverse capabilities in complementary
agencies
and
services


Only global broad
-
based IT distributor

with significant, multi
-
country

Asia
-
Pacific presence


Global corporate responsibility focus

30+ years experience in IT distribution

The world's largest provider of technology products and services

Ingram Micro and IBM BU Value
Proposition

Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express
wri
tten permission.

Selection, Price

and Availability

Specialized
Account Resources

Transactional
Excellence

Technology
Enablement

Vendor Support

Partner
Network

Advanced

Business Services

Sales and
Profit
Expansion

Credit and

Creative Financing

Advanced
Technical Services

Seismic, Cloud and
Tech Services

Demand
Generation

What are the Drivers for Big Data?

Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express
wri
tten permission.


Volume
: Unprecedented growth in structured and unstructured data strains or breaks
traditional data collection, management, and analytical systems.

It’s been said that 90% of data stored today was created in the last 2 years







Velocity
: Customer sentiment, consumer and machine generated





data, and competitive pressure creates the need for near real time
analysis



and decisions.





60%
-

Estimated increase in operating margin if retail markets fully
used



big data
(MGI, McKinsey Research)




Variety
: Proliferation of data sources, much of it unstructured, from Smartphones, GPS,
Social media feeds, sensors, etc. clouds sound decision making

Never before imagined possibilities, previously improbable correlations


Ingram Cognos Elite Program (ICE)

Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express
wri
tten permission.


Min. $300K
Cognos

NL sales


Enrollment in the ICE Rewards
Points System


Funded Travel to ICE Summit


ICE Partner Council
participation


Up to 5 leads per quarter in End
User Lead Pass Program


Multiple Passes at IOD


Recognized as ICE Diamond
Member at IOD



Min. $100K
Cognos

NL Sales


Enrollment
in the ICE Rewards
Points System


Funded Travel
To ICE
Summit


ICE Partner Council
Participation


Up
to 3 leads per quarter in
End User Lead Pass Program


Single
Pass at IOD


Recognized
as
ICE
Platinum
Member at IOD




ICE Summit participation


Enrollment
in the ICE
Rewards Points System


Access
to End User Lead
Gen Program, Passes to
IOD, and other ICE Program
amenities through Points
Rewards System


Recognized
as an ICE Gold
Member




Gold

Platinum

Diamond

ICE Point System


Ingram
Micro hosted
IBM webinar attended
(max 1/quarter):
1pt


Additional
software
authorization: 1pt


Additional
software
authorization bonus
first
-
time transaction:
4pts


Additional software
authorization,
Information
Management:
2pts


Additional
software
authorization
bonus
first
-
time
transaction,
Information
Management:
8pts


Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express
wri
tten permission.

The GB
-
E segment comprises accounts that are
robust and have attractive IBM growth potential

Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express
wri
tten permission.

Sector

GBE

MM

12,500 Customers

Larger in 2012

All…

COMPANY SIZES

1K employees to $10B+

Select 100
-
999

Every…

INDUSTRY

Largest = Healthcare

Next = Banking

Next = Retail

Two…

COUNTRIES

US

Canada

(plus some Islands)

All…

BRANDS

50% Services

23% SW / 27% HW

Wide range of…

COMPANY TYPES

Emerging Growth Clients

Intermediate LE’s

MNC’s

Predominately…

COMPETITIVE

Low share of wallet

White Space

40%+ of Oracle Attack

Opportunity for…

LARGE DEALS

833 $1M Accts in ’09

433 $1M Accts in 1H/10

448 $1M Wins in 1H

Wide Range of…

FINANCIAL HEALTH

Many IGF Credit 6/7

GBE Marketplace

Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express
wri
tten permission.


NA Market expected to be $421B in 2012,
growing +3.9% yty.


GBE represents 24% ($101B) of the
opportunity, and is expected to grow slightly
faster than overall market.


US expected to grow 0.5pts faster than
Canada.


GBE

$101B

MM

$55B

Sector

$265B

GBE
Represents
24% of NA
Opportunity

Healthier Spend expected in
2012

GBE Opportunity primarily in Services
& SW

2012 Market

SWG
14%
STG
8%
GBS
28%
GTS
50%

Services represents 78% of GB opportunity.


SW spend expected to grow +6%
yty
,
Services +4%, Hardware +3%.


Healthcare, Retail, Computer
Svcs
,
Electronics represent key industry
opportunities in GBE.


Strong solution spending is expected.

Situation Overview

North American Market Environment
-

Industry IT Spend GBE

Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express
wri
tten permission.

0
2
4
6
8
10
12
14
Market Opportunity ($B)
0%
1%
2%
3%
4%
5%
6%
7%
Growth Rate
GBE Level
GBE Growth
GBE Level
6.7
10.7
3.3
5.7
4.3
3.3
4.1
1.3
6.6
10.8
1.3
2.5
9.0
1.4
2.6
11.9
2.1
2.7
5.4
4.9
GBE Growth
4.0%
5.0%
4.8%
3.4%
4.1%
3.6%
3.5%
2.9%
3.7%
3.4%
4.1%
1.2%
4.1%
4.0%
4.0%
3.6%
4.9%
4.2%
5.8%
3.8%
Ins
Bank
Fin
Mkts
Med &
Ent
Telco
Util
Trans
Trvl
Rtl
Whlsl
& CPG
Aero
Auto
Elect
Chem
Petro
Indust
Life Sci
Hlth
Payor
Hlth
Prov
CSI
NA GBE Opportunity and Growth by Industry

2011 GMV and Growth

GBE Coverage Model

Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express
wri
tten permission.

Type

Growth

Rep / Span

Description

Select

800
Accts.

Double
-
Digit

2
-
3yr
CAGR

(big share
gain)

CR

1:5

(+/
-

3)


Most Intimate GBE coverage.


Selected clients with complex business and/or IT
infrastructure requirements.


Approx. 5% of accounts, >25% of rev (higher % of
signings).


Strong potential for transformational services projects
(including LTS).


Sales Skills


Industry knowledge, client intimacy,
transformational solutions.


Industry territories where possible.

Growth

6,000
Accts.

@ GBE
Plan

(share
gain)

CR

1:20

(+/
-

5)


Predominant GBE coverage.


Clients with complex IT infrastructure requirements, but
may not have strong propensity for transformational
services.


Approx. 45% of accounts, >65% of rev (lower % of
signings).


Sales Skills


Client portfolio
mgmt
, project
-
based selling,
leverage partner ecosystem.


Industry territories where possible.

Market

5,700
Accts.

< GBE
Plan

(share
gain)

iCR

1:100+


Hyper
-
efficient GBE coverage.


All Clients not covered in Select or Growth.


Approx. 50% of accounts, <10% or rev and signings.


Sales Skills


Contact
mgmt
, programmatic OI, lead
-
pass
to partners.


GBE Account and
Revenue Mix

Accounts
Revenue
Growth

Market

50%

10%

25%

65%

45%

5%

Market Segment




Market Segment Acct List on PW



3952 Accts




HPB Lists by Brands and Solutions



Refreshed and Increased to 42
Categories (up from 29)




2011 YtY Channel Growth 10%



21%, STG



14%, SWG Trans, 2% Stream



-
9%, Services



39%, IGF




Focus Plays:



Business Analytics



Healthcare & Retail Industries



Cisco HP Attack w/ Blade Ctr

Solutions and Business Services HPB Categories

Solutions and STG Brand Offerings HPB Categories

Solutions and SWG Offerings HPB Categories

US Market Segment Industry Account & Revenue Distribution
0
100
200
300
400
500
600
Auto
Chem
Cmpt Svcs
CPG
Edu
Electr
Fab Assmb
Fin Mkts
Health
Insur
LS
Media
Petrol
Processing
Prof Srvcs
Retail
Rtl Bank
Srvcs Indust
Telecom
Transp
Travel
Util Enrgy
Wholesale
0.0%
2.0%
4.0%
6.0%
8.0%
10.0%
12.0%
14.0%
16.0%
18.0%
US Accts
East Accts
West Accts
2H10 + 1H11 Rev %
https://www
-
304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_ben_ben_prospect_list

Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express
wri
tten permission.

Are You Maximizing Your Deals to Benefit the
Customer AND You?



Are You Maximizing the Opportunity?


Are You Maximizing Your Margin?


Are You Offering the Best Deal to the Customer by Bundling the
HW, SW, Services and Financing?


How Much Are You Losing By NOT Clothing Your Deals?


What If You Were Able to Clothe Even 20% or More Of Your
Deals?

IBM Solution Accelerator Incentive

Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express
wri
tten permission.

Access eligible HW, SW, and Solutions:

ibm.com/partnerworld/solutionaccelerator


CLIENT

BP HW

BP SW

DISTRIBUTOR(S)

Base Incentive
:


IBM eligible HW + IBM eligible SW


Incremental rebate:


4 points on HW


11 points on SW


Bonus Incentive
:


Rebate for selling pre
-
defined solution


Additional 7 points on SW solution


Teaming allowed

5%
10%
18%
5%
8%
20%
18%
5%
15%
20%
18%
0%
10%
20%
30%
40%
50%
60%
I&A
GB LE
GBMM
* Note: Plus 4% on HW
Software Incentive Stack
SAI SW Base+Bonus*
SVI Incentive
GB Incentive
SW Base
Turn Information Into Insights


Business Analytics


IBM Business Analytics Cost Buster Solution

83% of surveyed
CIOs

said investing in Business Analytics is their #1 Priority

IBM Cognos Express

-

the first and only integrated reporting, analysis, and planning solution purpose
-
built and priced for small to midsized companies.

IBM System X
offers new levels of performance and flexibility to help you respond quickly to changing
business demands. Cost effective and compact, it is well
-
suited for small to midsized companies

What
makes this
offering
unique?

What Customers Struggle With



Business users don’t have access to the information they need nor do they have
confidence in the information


Limited IT resources; analytics expertise; and budgets

IBM Cognos Express



The only all
-
in
-
one, integrated solution for both BI and Planning


Deploys quickly
-

plugs into existing infrastructure with minimal IT support


Easy
-
to
-
use, self
-
service access, empowers business users.

Great Choice for Partners


IBM Cognos Express is purpose
-
built for small to midsized companies, so offers lower
TCO


Customers can start small, start anywhere, match their budget and deliver immediate
value


Act Now!

Payments * as low as $43 USD
per user

per month,

based on
25 users

(i.e., about $1069/mo. for 36 months)

Includes software, 1st year support, hardware and services.

Configuration subject to change. *Subject to IBM Global Financing credit approval. US dollars



Average sales cycle = 2
-
4 months


Average deal size (SW) = $24,500 USD


Hardware Sample = $1,489USD


Services Sample = $10,000USD


Ordering system = Passport Advantage


Software Value Incentive Eligible

Offering &
Qualification

Web Landing Page

Sales Kit

Client Presentation

Quick Reference Guide

Hosted
&
Downloadable
Trial

SW & HW
Requirements

Demo

Partner Resources

Cost Buster Solutions

Profitability Tool

Authorized Distribution

Cognos Midmarket

Foundational Sales
Mastery

IBM Certified Solution
Developer
-

Cognos

Express Xcelerator and
Advisor

Turn Information Into Insights



Business Analytics




IBM Business Analytics Cost Buster Solution



83% of surveyed
CIOs
said investing in Business Analytics in their #1 Priority

IBM Cognos Business Intelligence 10

-

offers integrated reporting, analysis, scorecards,
dashboards, planning and analytic applications on a common platform, enabling collaboration and a
consistent view of financial and operational information.

IBM Power Systems
offers cost effective modular
-
based solutions enabling clients to start at any entry
point and grow. The modular
-
based design offers resource optimization, system
-
level security and
industry leading performance for data warehouse and analytic applications.


What
makes
this
offering
unique?

What Customers Struggle With



Business users don’t have access to the information they need nor do they have
confidence in the information

IBM Cognos BI 10


Improves productivity of users in reporting, finance and analysis by up to 20%


BI turns data into information for improved decision making, reduced costs, improved
revenue & margins, and increased productivity


Experience insight with quick and easy access to analytics anywhere you go

Great Choice for Partners


Built on a proven technology platform, Cognos BI 10 is designed to upgrade seamlessly
and cost
-
effectively scale for the broadest deployments


Delivers a revolutionary experience and expands BI with planning, scenario modelling,
real
-
time monitoring and predictive analytics

Act Now!

Payments * under $55 USD
per user

per month,

based on 100 users

(i.e., about $5,500 /mo. for 36 months for Power 7 p710 or $5,625/mo. for model p740)

Includes software, 1st year support, hardware and services.

Configuration subject to change. * Subject to IBM Global Financing credit approval. US dollars



Average sales cycle = 6 months


Average deal size (SW) = $146,960USD


Hardware Sample = p710 $19,189 or
p740 $24,461USD


Services Sample = $25,000USD


Ordering system = Passport Advantage


Software Value Incentive Eligible

Offering &
Qualification

Web Landing Page

Sales Kit

&
Prospecting
Kit

Client Presentation

Try and Buy Trial

QuickStart

SW & HW
Requirements

Demo

Partner Resources

Authorized Distribution

Cognos Business
Intelligence

Sales Mastery Test

Learning Center

Administrator


Designer


Developer

Sales Training

Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express
wri
tten permission.

Thank you.

Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express
wri
tten permission.