TOTAL SOLUTIONS

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• TOTAL SOLUTIONS
• June 4 7, 2007

Partner
Smart.
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WELCOME!

• Objectives And Strategies
• Why are we here?
• Objective ..
• Educate
• Who is Ingram Micro and how can we help?
• Yourself on IBM Opportunity!
• .US with your feedback. Educate Ingram Micro
  and IBM on your needs, voice your needs to drive
  your business!
• Enable
• Learn about what it takes to build out your IBM
  Solutions business!
• Learn about Tools available to you!
• Learn about Profit enhancing programs!
• Network, meet partner!
• Execute
• Utilize the tools programs provided you by
  Ingram Micro and IBM to drive business and win
  new opportunity!

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Agenda Tuesday June 5, 2007
730 830 a.m. Registration
Breakfast 830 900 a.m. Welcome and
General Session
(Scott Zahl) 900 945 a.m. Keynote
Speakers
(Michael Connolly Angelica Horaitis) 945
950 a.m. Break 950 1115 a.m. Why IBM System
x Solutions (Kelly
Carter) 1130 1230 p.m. Lunch
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Agenda Tuesday June 5, 2007 cont.

• 1230 145 p.m. Why IBM Storage
  (David Tareen)
• 145 230 p.m. Completing your Server Storage
  Solution
  with Tivoli (Douglas
  Schofield)
• 230 245 p.m. Break
• 245 345 p.m. Winning in the SMB Space
  (Steve Wittenborn)
• 345 430 p.m. Marketing Programs to Drive
  Success (Karstin
  Bodell)
• 430 500 p.m. IBM Executive Panel
• 500 510 p.m Wrap Up (Scott Zahl)
• 600 p.m. Depart from hotel for evening event
• 630 1000 p.m. Dinner Event - Dantannas

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Wednesday June 5, 2007

• 730 830 a.m. Breakfast
• 830 845 a.m. Welcome and Agenda Review
  (Scott Zahl)
• 845 930 a.m. IBM Server Consolidation
  BladeCenter (Kelly Carter)
• 930 1015 a.m. Battle of the Blades
  (Kelly Carter)
• 1015 1040 a.m. Break
• 1040 1130 a.m. VM Ware for Server
  Consolidation
• 1130 1215 p.m. Bid Certification Process
  and How-to Guide/Blade (Tom Coco)
• 1215 130 p.m. Lunch

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Wednesday June 5, 2007 cont.

• 130 215 p.m. Demand Generation Programs
  (Anne Wilcox)
• 215 245 p.m. Leveraging Financing to Win More
  Business (Blake Blair)
• 245 315 p.m. Completing your Solution with
  IBM Services (Dick Noble)
• 315 330 pm Wrap Up (Scott Zahl)
• 330 530 p.m. Exhibitor Technology Fair
• 530 p.m. Night Out on the Town (Free Night at
  Leisure)

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Agenda Thursday June, 7 2007
730 830 a.m. Breakfast 830 915 a.m. IBM
Profitability Tools and Resources (Tim
McMahon) 915 1000 a.m. Completing your
Solution with IBM Software (Joe
Loffredo) 1000 1015 a.m. Break 1015
1130 a.m. Regional Meetings 1130 1200
p.m. Wrap-up/Prizes (Scott Zahl) 1200
1230 p.m. Box Lunches and Departures
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Who Ingram Micro IsandThe Value Ingram Micro
Offers
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Ingram Micro Is A Leader In IT

• The worlds largest wholesale provider of
  technology products and services
• Annual revenues for 2006 - 31.4 Billion
• Approximately 13,000 associates worldwide
• Serve customers in more than 140 countries
• Only global distributor in Asia
• 89 distribution centers in 34 countries
• Number 70 on the Fortune 500
• Voted Most Admired Wholesaler on Fortunes 2007
  Most Admired Companies List.

25 Years of Experience in IT Distribution
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A Valuable Distribution Partner

• Ingram Micro
• Builds business within the IT channel
• Makes it possible for our partners to bring more
  value to the IT end-user
• Makes it more profitable for our partners to go
  to market and be competitive
• Is considered the most important distributor to
  our partners
• Brings more partners together to drive business
  growth

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Partners Build With Ingram Micro
Three Main Ways Partners Build Their Businesses

• Build
• Profits
• Drive Revenue
• Lower Costs

• Expand
• Reach
• New Technologies
• New Markets

• Provide
• Expertise
• Expert People
• Education and Training

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Partners Rely On Ingram Micro
Four Essential Business Building Blocks
Complete technology solutions to easily sell and
service
Legendary customer communities working to solve
real business problems
Valuable services to drive growth and deeper
business engagement
World class operations to support back-office,
staffing and logistics needs
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Growing The Business Together
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Building Technology Portfolio And Expertise
Powerful Customer Community Expertise
Capitalize on Vertical Market Needs
Tie Technology to Business Need
Deliver Solutions That Sell
Healthcare
Finance
Government/Education
Networking
VentureTech Network GovEd Alliance SMB
AllianceSystem ArchiTECHS Practice Groups
IP Communications
Storage
Document Management
Security
IP Surveillance
Mobility
AIDC/POS
Peripherals SA
Digital Home Digital Signage
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Ingram Micro Builds Your Business

• VAR Success Is Our Highest Priority

Make Investments That DriveYour Growth
Enable Winning Partnerships And Build Community
Make Business Easier
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Helping You Sell More IBM!!!!
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Ingram Micro IBM Value Add - Today

• Four Pillars of IBM Support
• Transactional
• DNO, SMB, Product Procurement (what you need,
  where when you need it)
• Strategic
• Business Partner Development
• Education, Enablement via our Customer Leadership
  team
• Chet Maddex Sr. MD Specialist Blades
• Mike ONeil Market Development Mgr - East
• Skye Ho Market Development Mgr Central
• Nicole Paulus Market Development Mgr - West
• Profit
• IBM Program Support Education/Certification,
  Bid Cert Program, Blade Lead Pass
• Product
• SystemX, Storage and Services vendor direct
  resources (f2f BP and enduser support, product
  roadmapping.

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Educate

• Ingram Micro Facilitated Technology Trainings
• TotalSolutions
• Blade Training
• Knowledge is Power
• Software
• Trained sales reps with extensive IBM program
  knowledge to keep you competitive and win the
  deal.
• IBM Pricing Programs
• IBM Reseller Programs

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Educate and Enable

• Solution Centers
• Business Partner Innovation Centers (BPIC)
• Orange County, CA Buffalo, NY
• Available Services for Business Partners
• Proof of Concepts
• Sales Seminars
• Enablement Bootcamps
• End-user trainings
• STEWS

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Enable

• Ingram Micro/IBM Channel Partnership
• BDM/Fighter Pilot/Channel Specialist support
• IBM Reseller/End User Events
• Face to Face Meeting to Review Solution Focus
• Joint Business Marketing Plans
• Lead Generation and marketing assistance
• Review IBM Partner Programs (TCI VAP) to
  determine solutions profitability.
• Sales Groups Communities
• Government and Education
• Solutions specialists for the federal, state and
  local governments, K-12 and higher education
  markets
• VentureTech Network
• Exclusive national SMB VAR association
• Ingram Micro Services Network
• Network of over 450 service locations in North
  America

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Enable - IBM Dedicated Resources

• Vendor Management
• Responsible for the relationship with the vendor
• Manage the overall health of the business
• Metrics include profitability revenue growth
• Set direction for all internal teams based on IBM
  Objectives/Rebate Goals
• Set expectations with IBM
• Vendor Management Marketing
• Comarketing assist with claiming process
  entering leads in to PWLM
• Assist with Demand Generation campaigns
• Coordinate mini-campaigns, bootcamps, webinars
• Field Marketing Manager (Software) build
  PartnerPlans
• www.IngramMicro.com/IBMTeam - Central location
  for all upcoming events, links to tools/resources

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Enable - IBM Dedicated Resources

• Market Development Managers (MDM)
• Conduit for BPs to navigate marketing tools and
  resource
• Partner Planning, Sales certification roadmaps
• Engagement with IBM Field/Management Teams
• Consultant to partner
• Market Development Specialists (MDS)
• Supporting BladeCenter, Services Printers,
  Software Generalists
• Program Expertise
• Partner Enablement roadmaps
• Conduit to navigate Ingram Micro IBM
  tools/resources
• Touch point into Ingram Micro IBM

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Ingram - Ingram Micro Resources

• Passport Advantage Sales Specialists
• Over 45 years of Combined IBM Software Experience
• Support 8am 8pm EST
• Identify Market-growth Opportunities to Offer
  Appropriate Pricing/Discounts
• Training on Passport Advantage for Business
  Partner Staff
• Dedicated Renewal Specialists
• Certified IBM Software Technical Support
  Associates
• Including Field Deployable Engineers

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Execute

• Utilize the education offered!
• Make the right connections!
• Leverage the combined dedicated team!

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Partner
Smart.