1. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 1 Ingram Micro Service Advantage Program James Skelton June 18, 2013

2. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 2 Agenda Program Overview Why Service Advantage? Service Advantage Process Outline Next Steps Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

3. 120309_ 3 Service Advantage Program Overview YOU CISCO INGRAM MICRO For Ingram Micro’s most highly-engaged partners An Exclusive Program In depth analysis of your current business Understanding your direction and goals Providing a prescription for services-led growth Giving you the tools to execute on the plan and move your business forward

4. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 4 Service Advantage Vision To create a high-value experience for partners engaging with Ingram Micro for Cisco Services Ingram Micro will enable our partners by leveraging best practices to grow their Cisco Services Business utilizing goal- oriented engagements Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

5. 120309_ 5 Benefits …By the Numbers Partners that have engaged directly with Cisco have realized 61% YoY Services Growth 24% YoY Product Growth

6. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 6 Service Advantage Process 11 Collaborative program review with executive management 22 Understand the value to your business and the commitment required from all parties 33 Identifying contributors 44 Authorize Cisco to share performance metric data with Ingram Micro Engagement

7. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 7 Service Advantage Process Discovery Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. Detailed analysis along with your performance metric data Targeted questions about your business What is Your Vertical Focus? % Cisco Services Business? Other Services You Sell? What Tools Do You Use?

8. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 8 Service Advantage Process Partner Read Out Identify your areas of strength and opportunity Develop a plan to improve on areas of opportunity Your strengths + Ingram Micro’s value + Cisco’s tools Set goals that are valuable, achievable, and measurable Establish a timeline for value delivery and key metrics Define goals, incentives, and responsibilities You  Cisco  Ingram Micro Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

9. 120309_ 9 Sample Partner Observation Dashboard DIFFERENTIATION / MESSAGING Reseller’s market differentiation, capabilities, experiences and successes have not been clearly defined by a common Unique Value Proposition (UVP) that can be consistently articulated by all HUMAN CAPITAL Goal: Hire consultants, not engineers Currently have 4-½ CCIEs on staff Challenges to recruit seasoned sales staff MARKETING Currently, Reseller does not participate in any Marketing activities. Not utilizing Cisco’s available marketing resources Recognize need for Marketing focus SALES STRATEGY Sales primarily via word-of-mouth, referral business Sales focused at CXO level Focus on large commercial, medium enterprise Penetration in legal, financial verticals, with 1-2 customers in other areas (i.e., theme parks, etc.) Training program utilized to develop sales acumen Win customers based on services (SMARTnet) issues S2S: “Optimizing Your Relationship with Cisco Field Resources”; Field Guide’s “Maximizing Cisco Relationships” Marketing: Creating Demand for Your Service Offerings; Made to Stick by Heath brothers Steps to Success: Leading Practices- Selling: Implementing a Profitable and Repeatable Sales Framework Resources

10. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 10 Sample Reporting Hire consultants, not engineers Successful track record and loyal customer base Industry experience Tight focus on vertical markets Technical skills and delivery capabilities Low turnover, dedicated employees Win customers with SMARTnet efficiencies Reseller Strengths to Leverage Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

11. 120309_ 11 Sample Reporting Sales + Sales development Project- to annuity-based practice Enhance Data Center capabilities Marketing Market differentiation Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. Reseller Areas of Focus

12. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 12 Sample Reporting SMARTnet Management Priority Support Opportunity Management/Review Unique Value Proposition Access to Intellectual property to Develop UVP Cisco and Ingram participation and Guidance Marketing Campaign Unique Value Proposition Installed Base Lifecycle Management Service Advantage Focus Areas Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

13. 120309_ 13 Sample Reporting Baseline Metrics Revenue $XX,XXX Current Attach Rate75% Current Renewal Rate 60% Goals Attach Rates Growth 85% Renewal Rates Growth 80% Incentive $X,XXX Per Quarter for Goal Attainment Key Performance Indicators Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

14. 120309_ 14 Sample Action Items Memorandum of Understanding: Review / Sign Unique value proposition content and work-shopping Marketing campaign development Schedule quarterly call to review metrics attainment Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

15. 120309_ 15 Support Options Opportunity Management Single Point of Contact Custom Services Program Services Best Practices Training Ingram Micro + Cisco Marketing and Intellectual Property Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

16. 120309_ 16 Ongoing Engagement Review Performance Tracking against metrics Monthly progress report Quarterly Business Review Demonstrate how program is driving business results Yearly Re-Evaluation How has the engagement impacted the areas of focus? Realignment of objectives to meet the changing direction of your business Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

17. 120309_ 17 Next Steps Engage with your Cisco Services Channel Account Specialist Complete the questionnaire and schedule a discovery call Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

18. 120309_ 18 Thank You

19. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 19 Ingram Micro-Cisco Services Team Andrew Gates WEST – x66468 Andrew.Gates@ingrammicro.com Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 800-456-8000 James Skelton FIELD – x66480 James.Skelton@ingrammicro.com Shawnta Woodard NORTHEAST – x66457 Shawnta.Woodard@ingrammicro.com Bernard Dent SOUTH – x66465 Bernard.Dent@ingrammicro.com Kait Miller US SMART SVCS – x66483 Kait.Miller@ingrammicro.com