1. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 140101_ 1 Strategies and Tools to Accurately Forecast New Cloud Revenue Gary Beechum SPC International

2. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 140101_ 2 ■ What were my sales last year? Services and Hardware ■ Horizontal or Vertical? ■ Marketing Campaigns and Budget ■ How many opportunities are available in my area? ■ How well do we conduct Sales Operations today? ■ Marketing for appointments, can we execute? ■ What size Client are we looking for? how do we price? Key factors for projecting gross sales

3. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 140101_ 3 How Do I Project Sales Growth?

4. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 140101_ 4 What Were My Gross Sales Last Year? ■ Services ■ Hardware ■ Financial Benchmark ■ Best in Class Gross Margin ■ Reasonable Increase in Sales

5. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 140101_ 5 Horizontal or Vertical? ■ How many Verticals do you support? ■ What is your sweet spot? ■ IT Dependent Verticals ■ IT Strategic Verticals ■ Why go Horizontal?

6. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 140101_ 6 ■ List source with client demographics ■ What is your desired seat size? ■ This is your target list FOREVER How Many Opportunities Are Available in Your Area?

7. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 140101_ 7 Marketing Campaigns and Budget ■ What was your Marketing Budget last year? ■ What Marketing Campaigns were successful? ■ Best in Class VAR Marketing Budget ■ Do you have a Marketing Plan? ■ No Plan, Don’t Market

8. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 140101_ 8 ■ What is your closing ratio? ■ CRM/PSA Sales Tracking- Mandatory ■ 51 Step Marketing & Sales Process How Well Do You Conduct Sales Operations Today?

9. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 140101_ 9 ■ Direct Mail Program ■ Outsourced Appointment Setting ■ In-house Appointment Setting ■ Scripts for All Solutions ■ Web Qualifying ■ Solution Qualifying ■ What Solutions to Lead with? ■ 100 Leads = How Many Appointments? ■ Hours to set a Qualified Appointment? Marketing For Appointments, Can You Execute?

10. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 140101_ 10 What Size Client Are You Looking For? ■ How Do You Price? ■ What size client can your Service Desk Support? ■ Are we selling Managed Services? ■ Are we selling Cloud? ■ Are we selling HaaS?

11. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 140101_ 11 Gross Sales Projection Calculator

12. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 140101_ 12 Marketing ROI Calculator

13. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 140101_ 13 FREE 30 DAY MEMBERSHIP TO SPC INTERNATIONAL’S IT BUSINESS BUILDER TRAINING AND RESOURCE CENTER AND THIS SESSION’S SLIDE DECK AND HANDOUTS WWW.SPC-INTL.COM/INGRAMCLOUD2014

14. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 140101_ 14