1. © 2014 Westcon and/or its affiliates. All rights reserved. Westcon Confidential Westcon Business Transformation Playbook for Westcon Cloud Services Resellers An introduction to the Westcon Cloud Services Reseller program and guidance on how to transform your business to take advantage of the growing cloud opportunity. This playbook is intended for Westcon Resellers that are in the process of making the transition to the cloud. Signing up as a Westcon Cloud Services Reseller is required to use this playbook. If you are not currently a Westcon Cloud Services Reseller, please contact wnz-cloud@westcon.com Marketing Getting Started Getting Started Business Model Business Model Sales Services Solution & Opportunity Solution & Opportunity Tools & Resources Tools & Resources Westcon Overview Westcon Overview Launch Activities Launch Activities www.nz.cloud.westcon.com

2. © 2014 Westcon and/or its affiliates. All rights reserved. Westcon Confidential Partner Business Transformation Using This Playbook Using This Playbook Cloud Partner Program Cloud Services Reseller Cloud Providers Westcon Cloud Strategy What is included in this playbook? Are you a traditional Westcon Reseller Partner? Are you thinking about or have you recently added Cloud Services to your portfolio but are still trying to make the necessary transformation in your business model? The Partner Business Transformation playbook has been developed specifically with you in mind. As a valued Westcon Partner, we recognize that you need help in making the transition to this new business model. The Business Transformation Playbook is intended to be a comprehensive resource you can leverage to assist you in your journey to the cloud. We designed this playbook to provide you and your teams with the information and resources needed to support your business as you make the transition to cloud based solutions offerings Solution & Opportunity Understand the market opportunity and Westcon Cloud offerings Services Recognize that your services will be different in the Cloud environment Marketing Be prepared to tell a slightly different story to a new set of buyers Launch Activities Learn the next steps to getting your company and sales team ready to execute. Business Model Identify the impacts that cloud solutions can have on your bottom line Sales Identify key changes required in your sales structure, sales model and sales compensation programs Tools & Resources Learn how Westcon can help you make the transition to becoming a Cloud Services Reseller Getting Started Let us help you transition some of your business to the cloud. Here are next steps Marketing Getting Started Getting Started Business Model Business Model Sales Services Solution & Opportunity Solution & Opportunity Tools & Resources Tools & Resources Westcon Overview Westcon Overview Launch Activities Launch Activities Partner Business Transformation

3. © 2014 Westcon and/or its affiliates. All rights reserved. Westcon Confidential Partner Business Transformation Using This Playbook Cloud Partner Program Cloud Services Reseller Cloud Providers Westcon Cloud Strategy Westcon Cloud Strategy We are here to help enable our Resellers to Build, Provide, White-label & Resell Cloud Solutions in partnership with our catalogue of vetted and highly capable Cloud Service Providers. Enable Partners to build, provide, White-label & resell private, public or hybrid clouds Solutions & Services for Building & Providing Clouds Accelerating time to market, reducing costs, driving growth and increasing profitability Leverage Assets to Drive Partner GTM Rich Ecosystem of Integrated Solutions Develop & expand an ecosystem to develop, deliver & enhance Cloud Services Enable Partners to accelerate this transition to new business models Develop Demand for Cloud Services Marketing Getting Started Getting Started Business Model Business Model Sales Services Solution & Opportunity Solution & Opportunity Tools & Resources Tools & Resources Westcon Overview Westcon Overview Launch Activities Partner Business Transformation

4. © 2014 Westcon and/or its affiliates. All rights reserved. Westcon Confidential Partner Business Transformation Using This Playbook Cloud Partner Program Cloud Partner Program Cloud Services Reseller Cloud Providers Westcon Cloud Strategy The Westcon Cloud Distribution program defines Westcon ’s partner-led, end-to-end cloud solution go-to-market strategy and encompasses three tracks that map to the three primary business models in the cloud marketplace. The program is designed to be inclusive and has tracks for all Westcon Resellers regardless of their size, business model, or market segment focus. The program also uses partners’ existing investments in the certifications and specializations of Cloud Service Provider ecosystems, thereby lowering the cost of entry. Build and Sell Public/Private/Hybrid Clouds to Customers and Cloud Providers Cloud Builder Cloud Provider Cloud Services Reseller Marketing Getting Started Getting Started Business Model Business Model Sales Services Solution & Opportunity Solution & Opportunity Tools & Resources Tools & Resources Westcon Overview Westcon Overview Partner Business Transformation Launch Activities Manage and Sell Cloud Services to Customers Resell Providers’ Cloud Services to Customers

5. © 2014 Westcon and/or its affiliates. All rights reserved. Westcon Confidential Partner Business Transformation Using This Playbook Cloud Partner Program Cloud Partner Program Cloud Services Reseller Cloud Providers Westcon Cloud Strategy Marketing Getting Started Getting Started Business Model Business Model Sales Services Solution & Opportunity Solution & Opportunity Tools & Resources Tools & Resources Westcon Overview Westcon Overview Partner Business Transformation Launch Activities What is a CSP & a CSR? Cloud Service Provider A provider of Cloud Services to the market via the Westcon Cloud Catalogue. In the traditional sense usually known as a Vendor. Example: Amazon CSP CSR Cloud Service Reseller A reseller of the CSP’s services into your clients. Traditionally a Westcon VAR.

6. © 2014 Westcon and/or its affiliates. All rights reserved. Westcon Confidential Partner Business Transformation Using This Playbook Cloud Partner Program Cloud Services Reseller Cloud Services Reseller Cloud Providers Westcon Cloud Strategy The Westcon Cloud Distribution Services program has been designed for Westcon Resellers that are interested in reselling a Cloud Service to their customers but are not interested in building their own service offering or want to augment their own service offering with additional services. Westcon Resellers are encouraged to engage with the appropriate Westcon Cloud Providers that offer the services that meet the needs of your customers. Resell Providers Cloud Services to Customers Cloud Services Reseller Requirements Sign Westcon Cloud Services Reseller Contract Valid Contract with Westcon Cloud Provider Recommended to have a dedicated cloud customer relationship manager Benefits CSP’s promotion of Cloud Services Reseller designation Demand generation marketing and enablement assets Higher margins than CPE sales Marketing Getting Started Getting Started Business Model Business Model Sales Services Solution & Opportunity Solution & Opportunity Tools & Resources Tools & Resources Westcon Overview Westcon Overview Partner Business Transformation Launch Activities Launch Activities

7. © 2014 Westcon and/or its affiliates. All rights reserved. Westcon Confidential Partner Business Transformation Using This Playbook Cloud Partner Program Cloud Services Reseller Cloud Provider Cloud Provider Westcon Cloud Strategy Westcon has created a Cloud Catalogue that contains a selection of National and International Cloud Partners. Our Cloud Catalogue and Cloud Providers are now available to partner with our new breed of Cloud Resellers. Our Cloud Service Providers are committed to working with you to assist in winning business and expanding your services to include their offerings. Marketing Getting Started Getting Started Business Model Business Model Sales Services Solution & Opportunity Solution & Opportunity Tools & Resources Tools & Resources Westcon Overview Westcon Overview Launch Activities Launch Activities Partner Business Transformation