Ingram Micro Cloud Referral Program · 2017-06-01 · −Pay after 30 days and every 30 days for the life of subscription ... Keys to Success. 1405002 Confidential and proprietary

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

Ingram Micro Cloud Referral Program

Kevin Lawless

Senior Sales Manager, Cloud Platforms, North America

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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

Our Agenda

Why a Cloud Referral Program?

Program Overview

What it Provides

Keys to Success

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Time is Money ...and a Whole Lot More!

Microsoft eliminated Advisor “Sell / Accelerate”

incentives for new subscriptions as of 9/30/2016

ALL Microsoft Advisor incentives end 6/30/2017

At least twice as profitable than the Advisor

“Manage” (renewal) incentive:

3% Advisor vs. 7% Ingram Micro Referral

Ingram Micro Referral requires zero overhead cost

for customer billing and O365 technical support

Referral partners retain Partner of Record (DPOR)

with Microsoft on all subscriptions

3

ACT NOW!

Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 3

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Microsoft Advisor Program:• Microsoft bills end-users directly

• Microsoft or partner takes first call

• Either party manages tenants

• Partners get POR credit for referral

• Sell, Accelerate incentives are

going away October 1st

• Manage incentive to be paid

through June, 2017

• For CSP Services only

IMC Referral Program:• Ingram bills end-users directly

• Ingram or partner takes first call

• Either party manages tenants

• Partners get POR credit for referral

• L2 escalations must go to Ingram

• Partners get 7% commissions

• Qualified CSP Indirect Reseller

Incentive of 8%*

• CSP Services today, expanding to

other services soon

Why a Referral Program?

* Must meet Microsoft incentive program requirements

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Challenges from Our Partners

Disrupted revenue stream of cloud MRR vs. on-premise solutions

Transactional volumes for billing and collections too costly in MRR

model of ROI

Difficult to maintain technical

knowledge and capabilities around new

cloud solutions to fully support the

sales process

Many small opportunities are rejected

due to lack of ROI

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Is the Referral Program for you?

Need an “on ramp” to the Cloud? The Referral Program is

for you!

• Cost of Entry

• Sales expertise

• Technical expertise

• Service delivery

• Post-sales support

• Operational challenges

• Compensation

• Billing

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Is the Referral Program for you?

Don’t want to turn away business? The Referral Program is

for you!

• Retain your focus

• Partner w/Ingram for:

• Sales expertise

• Technical expertise

• Service delivery

• Migration/deployment

• Post-sales support

• Billing

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End Customers Referral Partners

Website / Portal for end

customers to purchase, provision,

and manage cloud solutions

Billing, invoicing, and collections

(one-time, recurring, usage)

24/7 support

Commission payments

Commissions Management and

Reporting Tool

24/7 program support

What Ingram Micro Provides

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WHITE GLOVE SERVICES

We Do the Heavy Lifting

The White Glove Service Desk

will:

• Access customer tenants

• Add new subscriptions

through your Referral Store

• Set-up and administer all

auto-renew licenses

• Cancel the Advisor subscriptions

FREE

Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 9

Continue

to manage

core services

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Referral Program – Commissions Plan

• Monthly Recurring Commission

− 7% of invoice paid monthly

− Pay after 30 days and every 30 days for the life of subscription

(“Evergreen”)

− Minimum commissions required for payout: $100

• For Microsoft CSP services, add:

− CSP Indirect Reseller Incentive* (8% this year)

− Other POR incentives/benefits as appropriate* Must meet requirements per MSFT e.g. active MPN member, on the MPL

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Referral Program Components

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• Similar to A2CSP in many respects

• Requires the End-User to purchase a CSP subscription (or the

Referral Partner purchases on their behalf)

• Process is illustrated and provided in a standalone document

• If the purchaser is prepared, the entire process can be

executed in < 1 hour by the Partner

Advisor to Referral (A2R) Process

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• Referral Program landing page: www.ingrammicrocloud.com/referral

− Program description, application, FAQ, Program Datasheet, Tools, Training

aids

• Support

− For procurement/provisioning issues: Referral Marketplace (top of page)

− For Referral Program onboarding issues, commissions questions, send email

to: [email protected]

− For questions, support regarding Post Affiliate Pro: Click on the “Contact Us”

icon in the left column of PAP and send us an email with your questions

Resources

http://www.ingrammicrocloud.com/referral

mailto:[email protected]

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• Go to: http://www.ingrammicrocloud.com/referral/

• Then, take these actions:

− Fill out the application form and submit it

− Download the W9 and Non-Trade forms and fill them out

− Email the completed W9 and Non-Trade forms to

[email protected]

− Read through your Welcome email and attached documents

− Set yourself up on Post Affiliate Pro

− You’re ready to transact!

How do I get started?

http://www.ingrammicrocloud.com/referral/

mailto:[email protected]

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• Execute per the Welcome Email

• Craft your messaging to customers, prospects

− Avoid billing transition “surprises”

− Microsoft will send EU an email stating subscription has terminated

− Tenants w/multiple subscriptions will now get just one bill per month

• Market your program

− Two personas: existing Advisor, net-new

− Actively recruit Advisor customers first

Keys to Success

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Cloud Referral Program

The Cloud Referral Program is for organizations

that want to sell Cloud Services while avoiding

one or more of the requirements found

in the traditional resale model.

With Microsoft eliminating the Advisor Sell

incentives for Office 365 (effective October 1),

this program provides partners with a very

profitable alternative program.

Join Cloud Referral Program : www.ingrammicrocloud.com/join-cloud-referral/

EXTENDED: Exclusive Cloud Referral Program Promotion

Sign up to the Ingram Micro Cloud Referral Program

and earn double commissions (14%) from now until

June 30, 2017 on subscriptions/licenses purchased

through June 30th, 2017 associated with your

Referral account. Take advantage of this opportunity

and start earning higher commissions NOW

Don’t wait!

Complete billing support:

We handle billing and invoicing to eliminate the headaches

and risks associated with the accounting process.

Flexible end-user support options:

Your choice: we can manage end-client customer support

calls or, if you’d like, you can take first call.

Simplified commissions and reporting:

Earn monthly commissions based on invoiced monthly

recurring revenue (MRR). Earn commissions on every

purchase to increase monthly and yearly profit..

Easy Cloud Referral partner portal:

Download custom-coded banners and links to track

orders and easily determine your commissions payout.

Increased Profit:

Earn Microsoft incentive rebates plus Ingram Micro commissions.

Between those two sources, partners who adopt our Referral

Program will realize up to 15% of invoiced amount

on all Microsoft services!

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Enabling you to “Cloud Your Way”

FREE ADVISOR CONVERSION

When converting customers from Advisor, Ingram Micro Cloud understands some partners have limited

resources and experience, or they may prefer to focus their efforts on sales within their core business.

To provide an effortless and seamless transition, the White Glove Service Desk of professionals will

complete this process for you, free of charge.

The White Glove Service Desk will:

Access customer tenants

Add new subscriptions through CSP

Set-up and administer all auto-renew licenses

Partners can continue to deliver their core services to customers while having Ingram Micro Cloud manage

the multiple tenant conversions, whether through CSP or Referral .*

To submit a White Glove Service request, contact: [email protected]

Conversions through Referral: Partner still owns the account creation of their customers within the Ingram Micro Referral store due to sensitive

customer information. Ingram’s team can handle the rest!

If a free service wasn’t enough – seats you convert using the White

Glove Service Desk, STILL qualify for Ingram Exclusive promotions!

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Premise: As a Partner – you need to provide an incentive to your end-customer to move from

Advisor to CSP.

For all the Partners registered for THIS webinar….

…Ingram will give you $5 for every Advisor O365 seat (to pass on to your customer as

incentive to take action now), that you move to an O365 CSP seat (Business Premium or

higher) by June 17th via the Ingram Referral Program. (A $5.00 per seat credit will be applied to your

Ingram Cloud Marketplace (CMP) account.)

Partners are still eligible to use Ingram White-glove Service

Partners are still eligible to earn Ingram Referral Program commissions

NO LIMIT to the number of seats that can earn the $5 rebate.

For example; Partner moves 250 Advisor O365 seats they will receive $1,250 in Rebates to pass on to

Customers or profit (regardless of the number of end customers).

T&C’s: Seats must stay on Ingram CSP program for min. 12 months.

Offer limited to Partners registered for this webinar.

Special Offer for Advisor Partner’s Customers.

ACTION:

Call your Ingram Micro

Microsoft Cloud Rep. TODAY

and tell them, “I want to use

the $5 Webinar offer.”

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Dropbox PAM | NA Territory Map

CA

Casey WoodlockChannel Account Specialist II

Microsoft Cloud– WEST

[email protected]

800-456-8000 x66432

Rob GugliuzzaSr. Channel Account Specialist

Microsoft Cloud – CENTRAL

[email protected]

800-456-8000 x65377

Jeff FabinSr. Channel Account Specialist

Microsoft Cloud – EAST

[email protected]

800-456-8000 x65360

Microsoft Cloud Sales Unmanaged Accounts – Non TPSE

[email protected]

Office 365 CSP

Azure CSP

EMS + WES

Dynamics 365

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Questions?

25Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.25

Thank you!

Documents

Ingram Micro Cloud Referral Program · 2017-06-01 · −Pay after 30 days and every 30 days for the life of subscription ... Keys to Success. 1405002 Confidential and proprietary