What`s the Opportunity? What We`ll Do About It

Transcription

Program Portfolio:
What’s the Opportunity? What We’ll Do About It
Jennifer Johnson, Sheila Cadra, Josh Finkelstein,
Holly Niedzielski and Bonnie Russell
October 23, 2014
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
1
Agenda
“Customer First” Approach
Data-Driven Targets
Sneak Peak at 2015 Programs
Not All Customers Are
the Same
We Heard You,
We’ve Changed!
Measuring Results
Next Steps
2
Customer Focused
Business Needs
and Objectives
Influencers
Sales
Technical
Management
Tailored
Content
End-User
Customers
and Vertical
Markets
Business
Building Tools
Training
Certifications
Expert Resources
3
Data-Driven Targets
Segmented Databases
Acquire Grow
Retain Win-Back
End User
Customers
Vertical Markets
Purchasing History
Technology Categories
4
Objective-Based Marketing
RETAIN
ACQUIRE
Keep existing
customer base loyal
New vertical market
New product launch
Product loyalty
vs. Breadth
Customer
WIN-BACK
Re-establish
relationships
GROW
Increase overall
sell-thru
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Sneak Peek at 2015 Programs
CHANNEL PROGRAMS
SMB
VTN
System ArchiTECHS
VERTICAL MARKET PROGRAMS
Healthcare
Public Sector
Finance/Legal
Retail
TECHNOLOGY SOLUTIONS
Consumer Electronics
Data Capture/Point of Sale
Document Imaging
Managed Print Services
IT Infrastructure
Big Data/Analytics
New and Emerging
Vendor Program
IT Security
Physical Security
Unified Communications
and Collaboration
President’s Club
Mac Elite
ProAV/Digital Signage
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Putting the Customer First
SMB ALLIANCE
New Leadership
Darren Gottesmann, Director of SMB Sales
SMB Alliance Roadshows
More Collaboration/Community Building
SMB Alliance Ingram Micro
Team Engagement
Buddy Calls, Team Engagement
SMB Alliance Manufacturer-Sponsored
Brand Assessments
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Putting the Customer First
FINANCE / LEGAL
RETAIL
Finance/Legal: $175B US Total
IT Spend; Ingram Micro $1.3B
US Retail will
exceed $94B by 2017
• Focus on 5,000 Solution Providers
• Focus on 8,100 B2B Solution
Providers
• Solutions: Mobility, regulatory
compliance, storage, virtualization,
security and risk management and
cloud services
• Solutions: Omni-Channel,
Payments, Security, Data
Capture/Point of Sale, network,
mobility and big data/analytics
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Digging Deeper into Our Customer Personas
9
Who are the influencers and
what are we saying to them?
CEO – Strategic vision for
company
Sales – How can we help
train and educate?
Marketing – Website design,
product placement, content
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Physical
Security
University
VARs, integrators, mass market resellers, corporate enterprise
We worked with industry experts to conduct several unique trainings
on Physical Security technologies
Result: 12+ live trainings, 20-25 attendees each, 80-100 video views
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We Heard You, and We’ve Changed!
Business unit and manufacturer
alignment
Focus on the customer’s needs
Widening message and digging
deeper
Laser-focused content
BU-supported marketing
programs and event partnership
Marketing efforts are proactively
driving sales
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We Heard You, and We’ve Changed!
Aligns with the
Data Center
Project Team
IT
Infrastructure
Big Data /
Analytics Track
IT Security
Track
UCC Track
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Measuring Results
Set Goals and Objectives
Product focus for the year
Ideal reseller profile
Acquire, Retain, Grow and/or Win-Back
Maximize Your Investment
Brand and messaging
Tailored messaging
Multiple touches
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What Results to Look For
Content Consumption/
Feedback
Number of Touches
Sales Reporting
On-Going
Status Updates
Quarterly Reviews
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Next Steps
Meet with your Marketing
Account Manager
Discovery Meeting
What’s in it for you?
Early Bird Discount!!
3% off any annual Technology,
Vertical Market or Channel
Program
Signed contract must be
submitted by 12/31/14
Time to Implement!
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Questions?
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What`s the Opportunity? What We`ll Do About It

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