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AGENCYINGRAMMICRO
2015 PROGRAMS
2015 PLANNING | To get 2015 underway, sit down with your marketing account manager and client services team for a detailed consultation. Visit agencyingrammicro.com/discovery, complete the form and come prepared to discuss your company’s business objectives and market opportunities.
Following that discussion, we’ll propose a custom marketing plan that sets you on course to realizing your goals. It all begins here, now—with Ingram Micro.
The better you understand your solution-provider partners’ needs and business structures, the more you can be sure you’re reaching them with the right message at the right time to activate sales. We’ve made signifi cant investments and are ready to arm you with what you need to reach beyond the primary business contact—getting you nearer to the infl uencers, sales associates, and technical and fi eld associates who are the closest to the end clients.
We know our solution providers and, thanks to Ingram Micro’s incomparable business intelligence, we have the ability to help you identify, engage and establish greater loyalty for your products, services and solutions. Our experienced channel team will partner with you to understand your business objectives and develop the right marketing strategies to drive the business results you expect.
Ultimately, success in the channel requires alignment between your company, our divisions and the solution providers’ sales processes. Smart marketing plans will provide the focus required to build stronger solution-provider relationships and uncover new business opportunities. The more we collaborate, the better we can meet your needs.
We look forward to helping you succeed in 2015!
Marketing to channel partners is getting more complex and critical for business growth.
TABLE OF CONTENTS
Vertical Go-to-Market Programsand Partner Communities
Premier Partner Communities
Technology-Focused Programs
Services Offered Only ThroughIngram Micro
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Marketing Expands Partner Reach, Shortens Sales Cycles Agency Ingram Micro (AIM) helps you enter specific markets and target solution-provider partners through our comprehensive programs. In tandem with our business-unit sales teams, the activities and events within the programs are focused on expanding your reach and driving sales.
Our annual programs encompass demand generation and inbound/outbound marketing geared toward shortening sales cycles and educating our sales teams and partners. Business intelligence capabilities allow us to set metrics based on how we acquire, retain, win back and/or grow the target solution providers for your business. And our partner enablement platform allows us to identify influ-encers deep within solution-provider organizations and communicate with the right decision makers—and also better understand the end users they serve.
Select the markets and plays that fit your 2015 business objectives. Your marketing account manager will provide you with target-partner data and suggest programs for your business profile, as well as the participation levels that fit best with your budget.
DELIVERING VALUE AT EVERY STAGE
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FINANCE AND LEGALIngram Micro has the most complete coverage of the finance and legal market, which repre-sents a total IT spend of $175 billion in the U.S. (Gartner) and more than $1 billion in sales through our channel in this space. New for 2015, the Finance and Legal program comprises 5,000 solution providers who would like to enter or sell deeper into this vertical. Solutions that play into the finance and legal space include mobility, regulatory compliance, storage, virtu-alization, security and risk management, and cloud services, as well as other complementary solutions. Use this program to showcase your solutions within a high-value, high-growth vertical play.
HEALTHCARE ELITE AND HEALTHCARE According to the Healthcare Information and Management Systems Society (HIMSS), the North American healthcare IT market is expected to grow 5.3 percent and reach $44.8 billion by 2017—from $21.9 billion in 2012—making it a high-potential opportunity for both Ingram Micro and our partners. New for 2015 is Healthcare Elite, our in-depth program targeting 200 solu-tion providers who have dedicated 50 percent or more of their business to the healthcare market. In addition to these partners, the healthcare program markets to 5,000 healthcare solu-tion providers with HIPAA-secure complementary solutions in data analytics, mobility, security, telemedicine and PACS. Use this program to position your products and solutions with health-care decision-makers.
PUBLIC SECTOR ELITE AND PUBLIC SECTORThe Public Sector program focuses on 2,000 solution-provider targets to drive growth in what is already a multibillion-dollar sales channel for Ingram Micro. Our unique community of Public Sector Elite members comprises 120 focused partners with plays in virtualization, BYOD, cloud, Big Data, disaster recovery and security solutions for in-depth engagement in public sector technology business. This program enables more sales within state, local and federal government contracts with savvy solution-provider partners that hold strong public sector relationships.
RETAILA new Ingram Micro vertical play for 2015, the Retail program focuses on 8,100 business-to-business solution providers with complementary solutions opportunities, including omni-channel, payments, security, data capture/POS, network, mobility and Big Data/analytics. The technology changes taking place in this market with the new Chip-and-PIN smart cards and point-of-sale technology solutions, as well as heightened security requirements for retail, will drive a new level of growth and adoption of technology solutions. This program will enable greater incremental sales opportunities for manufacturers adjacent to (or new to) serv-ing these end users.
VENTURETECH NETWORK (VTN)Established in 1999, VTN is Ingram Micro’s most mature community and comprises 375 companies in the U.S., Canada and the U.K. VTN members are top-performing solution providers who deliver unmatched solutions to primarily commercial organizations in the large SMB and mid-tier markets. Our sponsoring manufacturer business partners benefit from direct connections with the entire community via 13 regional chapters, the VTN Chapter Leadership Committee and the VTN Council. Member companies have a combined sales force of 4,000, plus 10,000+ certified technical engineers and an addressable IT spend of more than $2 billion.
VTN offers proven collaboration across geographic lines and the ability to deliver complete solu-tions. As a result, VTN has consistently grown faster than the overall market with an average annual growth rate of more than 16 percent in data center infrastructure, virtualization, secu-rity, Big Data/analytics, and cloud technologies with expertise in healthcare, retail, finance/legal, SLED and other niche markets. This program drives deeper partner engagement, loyalty and greater global reach.
Vertical Go-to-Market Programs and Partner Communities
Premier Partner Communities
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CLOUDAs a master cloud service provider (mCSP), Ingram Micro offers channel partners and profes-sionals easy access to the global cloud marketplace that, according to Gartner, is projected to reach up to $207 billion in 2016. Our people, processes and platform, combined with our expertise, solutions and enablement programs, empower partners to enter the cloud confi-dently. Ingram Micro currently sells more than 70 solutions to over 4,000 cloud solution providers. We help configure, provision and manage cloud technologies with ease, trans-forming traditional solution providers into a new generation of business pioneers who can implement the solutions of tomorrow. Use this program to enable new and existing cloud solu-tions and services at a faster rate.
CONSUMER ELECTRONICS (CE)Ingram Micro Consumer Electronics has enabled double-digit growth over the past three years in highly competitive markets. With CE market revenues projected to reach $214 billion in the U.S., and projected sales at over $715 million (Source: CEA), this market is growing quickly. The 2015 CE marketing program gives manufacturer sponsors access to over 3,400 solution providers with millions in annual sales. This program will also expand sponsor reach into more than 500 net-new solution providers doing business across a full spectrum of technology solutions that are in demand within the retail vertical. Use this program to expand your customer reach and increase your number of purchasing partners in consumer electronics.
DATA CAPTURE/POINT OF SALE (DC/POS) Our 2015 DC/POS program gives you immediate access to more than 5,000 solution providers already selling millions in DC/POS technology annually, as well as 1,500 net-new solution providers who are on pace to sell more in 2014 as a result of the training, enable-ment and sales support provided by our dedicated DC/POS team. This program introduces cross-selling techniques into DC/POS and outside of the space with data center infrastruc-ture, networking, security, Big Data/analytics and other adjacent solution categories. Use this program to enable larger, more profitable solutions sales of DC/POS technologies.
DOCUMENT IMAGING (DI) AND MANAGED PRINT SERVICES (MPS)Providing access to 3,500 solution providers in the Document Imaging program and targeting 300 customers holding MPS contracts and devices under management in the MPS program, Ingram Micro helps partners by fostering loyalty and qualifying new customers. The DI market
SMB ALLIANCE AND SMB SMB Alliance has a membership of nearly 200 companies that focus on small office/home office and small-to-midsize businesses across the U.S. and Canada. Small businesses need greater technology adoption and want a solution provider they can rely on. Ingram Micro’s SMB partners look to SMB Alliance to provide support, education and expertise across many technol-ogy categories. SMB Alliance sponsors can work closely with the members, the leadership council and the larger Ingram Micro SMB community of 20,000 partners. These partners consistently show an average annual growth rate of over 18 to 20 percent in systems, soft-ware, data center infrastructure, cloud and virtualization. Use this program to enable greater SMB partner coverage and drive higher sales growth.
SYSTEM ARCHITECHSSystem ArchiTECHS offers access to approximately 580 small-to-midsize system builders and integrators (hybrid value-added resellers) who sell a wide range of branded and white-label technology solutions and services. These partners specialize in a variety of verticals that include education, retail, healthcare and public administration, and sell complementary solutions spanning networking, data center (integration), cloud, digital signage, physical security and managed services. The focus of this community is on fostering knowledge of business leadership and management, sharing ideas and encouraging greater education on the latest technology plays and solutions. Use this program to nurture greater loyalty and deeper engagement with a high-performance partner segment.
Technology-Focused Programs
Premier Partner Communities (cont.)
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—which is projected to grow 3.6 percent annually—has generated more than $140 million in sales per year. Our goal for 2015 is to drive greater loyalty in the MPS market and enable marketing to qualify additional customers while continuing to broaden reach for DI solutions.
IT INFRASTRUCTURE The 2015 IT Infrastructure marketing program targets more than 8,000 solution providers and nearly $5 billion in IT infrastructure solutions. The objective for this program is to help drive awareness through activities that ultimately result in revenue growth of the following IT infrastruc-ture solutions: Big Data/analytics, IT security, and unified communications and collaboration. The target partners are located within three U.S. divisions: Advanced Computing, Advanced Technology and Commercial Markets & Global Sales. The program includes a foundational advanced solutions marketing focus and three optional tracks:
• Big Data/Analytics Track—Provides immediate access to thousands of partners selling billions in Big Data/analytics technologies annually, and 1,000 net-new solution providers with interest in virtualization software. This program also markets to and through more than 1,700 solution providers currently selling servers, with a potential to attach millions in applications and software-defined solutions.
• IT Security Track—Markets to and through thousands of solution providers currently selling billions in security solutions with the potential to grow at double-digit rates. Use this track to enable partners to better understand the innovation and positioning of your products.
• Unified Communications and Collaboration (UCC) Track—Aims to recruit and attract new solution providers to selling a more complete UCC solution. Our target group of partners currently represents millions in annual UCC sales, with opportunities for double-digit growth in video, mobility and traditional UCC products. Use this track to gain significant advantage and focus from Ingram Micro’s new UCC-dedicated teams and tools.
MAC ELITE Our 2015 Mac Elite program enables collaboration with 450 Apple solution providers, Apple Specialists and Apple Authorized Resellers doing business in the Apple ecosystem. As an added benefit, through participation in this program you’ll have access to Apple and Ingram Micro sales teams, technical support and business-development managers.
PHYSICAL SECURITYThe 2015 Physical Security marketing program zeros in on more than 3,000 solution provid-ers selling millions in physical security technology annually, with a concentrated focus on 580 top-performing partners. In addition, this program markets to over 1,700 net-new solution providers recently enabled and activated by Ingram Micro. It will help better position and connect your solutions into this growing channel.
PRO AV/DIGITAL SIGNAGE The 2015 Pro AV/Digital Signage program enables more than 4,000 solution providers selling nearly a half billion dollars in solutions annually, and more than 1,100 high-growth, best-in-class Pro AV partners who are leading in solution innovation and execution. This marketing program offers manufacturers the opportunity to expand their customer reach with newly enabled partners, while continuing to nurture and grow existing partner relationships.
Technology-Focused Programs (cont.)
Services Offered Only Through Ingram Micro
BUSINESS INTELLIGENCE CENTERIngram Micro’s Global Business Intelligence (BI) and Analytics Center uses advanced data-mining tools and proprietary techniques to focus on the right partners and market opportunities. Only Ingram Micro offers data scientists, analysts and developers with a combined experience of 100+ years in analytical consulting and a rich industry database of transactions. BI programs are customized to generate measurable top-line and bottom-line ROI.
NEW AND EMERGING MANUFACTURER ENABLEMENTThe 2015 New and Emerging Manufacturer marketing program offers a unique opportunity to enable and better target Ingram Micro’s more than 40,000 solution provider accounts. It’s exclusive to manufacturers new to selling within the technology sales channel and manufacturers with high-growth products and services. The program offers support with marketing plans that
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target 1,000 high-propensity partners doing business within established technology catego-ries and markets that complement your solution. In addition, the program provides training and incentives for 450 Ingram Micro sales associates on these solutions.
INCENTTRAK IncentTrak is Ingram Micro’s sales-incentive tool that creates, measures and tracks sales promotions more effectively. All sales incentives offered to Ingram Micro associates are handled within it. IncentTrak’s Web portal provides ongoing results on SPIFs and contests, measures the effectiveness of every incentive, targets the right audience and drives business objectives. Through this program, guidance is provided on ways to increase ROI by designing and targeting promotions to the right sales associates who manage your target partners.
AUTOMATED, CREATIVE, DIGITAL AND WEB MARKETING SERVICESAn award-winning creative team with global experience is ready to set your partner program and solutions apart from the competition and provide consultative marketing support for your partners. Ingram Micro’s marketing services include advertising, branding, content marketing, demand generation, inbound marketing, and digital and social media market-ing—as well as a full portfolio of Web marketing services.
ONETwice a year, Ingram Micro hosts a partnership event like no other, connecting members of our five elite solution-provider communities for an unparalleled networking and technology educa-tion event with partners from across Ingram Micro’s ecosystem. This year, Ingram Micro welcomed more than 1,700 solution providers and generated thousands of new business leads and part-nership opportunities for the manufacturer sponsors. This event is the prime opportunity to connect and drive new business with the channel’s most success-minded solution providers.
PRESIDENT’S CLUBIt’s never been easier to increase visibility and brand awareness with over 450 sales associates. President’s Club manufacturer sponsors enjoy growth rates of 20 percent and more. This annual program offers the flexibility to customize around brand and sales objectives with Ingram Micro’s internal and field sales teams, as well as your own, with comprehensive, high-touch sales engagement options in awareness, training, visibility, mindshare, promotion and floor-day activities. President’s Club also offers exclusive benefits, such as executive engagements, annual sales contests and incentives, quarterly celebrations and the industry’s best five-star sales award trip. New for 2015, the program will offer a solution provider event for deeper sell-through engagement. This comprehensive, all-inclusive program has limited availability.
SALES ENABLEMENTSales-enablement services ensure Ingram Micro’s sales teams have the optimal level of knowl-edge and expertise to sell your products, solutions and services. Three core strategies are offered—sales engagement, sales training and sales communication—all aimed at the sales associates who service and support the target-partner segments you need to influence.
SOLUTION CENTERSThese fully integrated centers are available to solution providers and their end users at no cost for live or remote product demonstrations to assist with closing sales; each center offers live and online training, product/solution videos, proof-of-concept support and demonstrations. Leverage the Solution Centers to educate Ingram Micro sales associates, solution provid-ers and their end-user customer about your products and solutions.
NEXT STEPS | Plan to sit down with your marketing account manager for a detailed consultation so we can develop your 2015 channel marketing strategy. Visit agencyingrammicro.com/discovery and complete the form. Come prepared to discuss your business objectives, market opportunities and overall vision for the future. Then, we’ll propose a custom marketing plan.
Discovery Meeting Form: agencyingrammicro.com/discovery
Services Offered Only Through Ingram Micro (cont.)
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