1. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 1 Evolve Your Services Business Richard Horsfield June 19, 2013

2. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 2 Evolve Your Services Business We Are On a Journey What is Evolve and Optimize? Why Services? Strategy and Planning Building Services Marketing Selling Next Steps

3. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 3 Cisco Is On a Journey Future Vision 3 to 5 years: “The Internet of Everything” Industry Trends 1 to 3 years Now Cisco Campaigns Data in Motion …and we want Partners to join us

4. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 4 What is Evolve and Optimize? Attach, Renew and Migrate more – through automation, upsell and effective installed base management Increase your value add by delivering more services and software powered by smart capabilities Reduces costs, increases attach and renew. Increases renew, creates opportunity to turn base, increases account control Gain market share, create unique value, maximize profitability Increase differentiation, Build and grow recurring revenue stream, increase profitability and provide greater account control New solutions, new business models Evolve Engine Optimize EngineInnovate Engine

5. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 5 What We’re Doing to Help What + Why  Programs + Offers  Resources + Incentives  What to Sell Increase services revenues (Leveraging Smart capabilities) Move up the decision tree to transformation opportunities Evolve  Where to Sell It Maximize your installed base (Opportunity Development with IBLM) Reduce operational costs and create space to transform Optimize  Where We’re Going Create new profit centers (Partner of the Future) Take advantage of future opportunities Transform  What Services? Product Support  Managed Services  Professional Services What Solutions? Cloud  Mobility  Apps Leading Practices Incentives (DIY) Services/Plays (Outsource) Leading Practices Incentives (DIY) Services/Plays (Outsource) Leading Practices Incentives (DIY) Services/Plays (Outsource) Renewal Engine  Migration EngineAttachRenewCoverRefresh

6. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 6 Best-in-Class Approach Whatever your business model… Selling services is an opportunity to boost your bottom line Optimize Your Profitability

7. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 7 How Does Smart Help? Services that have …which collect …which is analyzed and compared to …to provide CISCO INTELLECTUAL CAPITAL + Automated Software- Enabled Capabilities Network Diagnostic Data Actionable Insight Cisco’s Intellectual Capital +  90K+ technical documents 6M annual customer interactions 50M installed devices 25 networking innovation leadership years

8. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 8 Strategy and Planning Building Services with Cisco

9. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 9 MANAGED SERVICES Service Desk  Stewardship  Remote Backup  Contract Management  Remote Monitoring and Management  Pre-Paid Professional Services  Optimization  Operations Management  Solution Support PROFESSIONAL SERVICES Strategy and Analysis  Assessment  Design  Validation  Deployment  Migration  Product Support  Solution Support  Operations Management  Optimization What Services Are There? PLAN BUILD MANAGE PRODUCT SUPPORT SERVICES Core Product  Support Repair and Replacement  Alerting, Patching and Updating  Installed Base Management  Contract Management Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

10. 120309_ 10 The Path to a Services Practice Strategy + Planning What do we sell, and why? Marketing How do we create demand and discover opportunities? Selling How do we position and close deals? Building Service Offers How do we establish and deliver these solutions?

11. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 11 Key Service Practice Ingredients Partner Resources Partner Investment Partner Strategy Leading Practices (Process, Methodology, Tools) Leading Practices (Process, Methodology, Tools) Cisco Services (Cisco Branded Resale, Collaborative Services, Data Collection) Cisco Services (Cisco Branded Resale, Collaborative Services, Data Collection) Standardized Architectures (Smart Business Architecture) Standardized Architectures (Smart Business Architecture) INCREASED Services Sales  Profits Reduce Cost Speed to Market Reduce Risk + = Cisco-Branded Resale Services Enabled Partner Services Offers IMPROVED Differentiation Customer Satisfaction  

12. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 12 Maturity Level = Better Profits Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

13. 120309_ 13 Standardized Architectures Tested and Validated Solutions Work Together Comprehensive Architectural Solutions Modular, Systematic Approach Reduces risks Removes complexity Accelerates pre-sales cycle Speeds deployment Reduces / Eliminates post-sales issues Cost benefits / savings Trusted adviser relationship Protects investments More service selling time Future services and solutions Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

14. 120309_ 14 Resell or Build? Which is Best?Resell Build Hybrid Customer   Solution Provider Partner Solution Cisco or 3 rd Party Provider Customer  Solution Provider Partner Solution Customer   Solution Solution Cisco or 3 rd Party Provider Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

15. 120309_ 15 Customer Needs / Services Lifecycle PlanBuildManage Cisco Services Enable Services Offerings Cisco Service Cisco Smart Service Cisco-Branded Services (Cisco Delivers) SMARTnet Smart Net Total Care Collaborative Services (Partner Delivers) Smart Care Partner Support Service Collaborative Professional Services

16. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 16 Building Service Offers Establishing + Delivering Solutions

17. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 17 Professional Services Services + Support Building Blocks Services Delivery Skill Building and Allocation Project Management Framework Business Fundamentals Operational Excellence Creating Customer Value Project Handover and Closure Discovery/Readiness Framework Design Framework Implementation Framework Engagement Quality Assurance and Benchmarking Customer Satisfaction Surveys and References Support Services Skill Building and Allocation Help Desk and Adv. Tech Support Services Onsite Support Services Functional Knowledge Transfer Network Monitoring Operations Framework Technical Account Management Long Term Support Services Optimization Framework Reference: Cisco Partner Field Guide Support and Managed Services

18. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 18 Marketing Creating Demand for Your Services

19. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 19 EXISTING CUSTOMERS Where Opportunities Reside NEW CUSTOMERS New Customers New product and services opportunities to companies you’ve never worked with before New installed based opportunities with new companies (someone else’s customer) Opportunities within Existing Customers New departments / divisions New technology / solution New services that you don’t currently offer Existing Customer Installed Base Renewals Last Day of Support (LDOS) Uncovered equipment Monitoring / Management / Support

20. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 20 Creating Opportunities Existing Engagement Add-ons Customer Discovery Meetings Workshops and Events Data Collection and Analysis MarketingCampaigns

21. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 21 What Do You Need? Action Plan – Who, What, and How A Services / Solutions Portfolio Partner Branded  Cisco Branded New Markets: Target Data + Marketing Plan Existing Customers: Customer Data and Analysis Marketing Messaging Presentation  Education Materials  Collateral Materials Trained Technical and Sales Teams Tracking / Reporting System

22. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 22 Positioning and Closing Deals Selling Services

23. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 23 Adopt a Sales Process Identify Sales Opportunity Customer Discovery Meeting Service Positioning Service Demonstration Obtain Pricing, Generate Quote Present Quote to Customer Handle Objections Close Sale Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

24. 120309_ 24 Next Steps Complete an assessment to understand where you are today And how you compare to others in your field Decide on your services strategy Determine your build versus buy strategy Leverage Smart Services “engines” to help grow your services business Continue to work with us on your strategy and plan Leverage our resources, programs, and incentives To help accelerate the growth of your business

25. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_ 25 Thank You