1 Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. The Ingram Micro Cloud Marketplace Be at the centre of your Customer Relationship with Microsoft CSP Craig Bovaird Channel Development Ingram Micro Cloud

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 2 Agenda What is the Ingram Micro Cloud Marketplace? What makes the Ingram Cloud Marketplace unique? What is the Value Proposition? Microsoft Office 365 CSP Overview & Demo How to engage with Ingram Micro Cloud Q&A

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 33 Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. What Worries YOU? Increased business risks? Operational efficiencies and costs? Staying relevant? How to sell more?

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 4 Putting it all together? Provisioning? Ongoing management? Support? …all in real time? 4 Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 55 Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. What’s my value proposition? How do I compete? How do I make money? How do I get paid? How do I find opportunities?

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 6 Financial risk Consolidation and accurate invoicing Accurate reporting 6 Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 7 The software selling model has changed  you can like or dislike it but many industry leaders are changing the way software licenses are sold. Now the subscription model (fee per user and per month) is the model adopted by many software vendors. MSP’s have to now move from the 1.0 Technology Conversation to the MSP 2.0 Business Solutions conversation across the entire client business This is coming with advantages and disadvantages. The main disadvantage is the increasing number of transactions required to materialize the business… Developing a system that supports, solve and helps to drive those big number of required transactions is the cornerstone. We did it … and the result is impressive… Welcome to the Ingram Micro Cloud Marketplace Cloud isn’t a Technology change… it’s a Business change * Source Odin Cloud Insights 2015

8 Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. Ingram Micro Cloud Marketplace

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 9

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 10 Order Provision Manage Invoice A one-stop marketplace Leading master Cloud Services Provider (mCSP) Ignite Services Cloud Services Providers Infrastructure Cloud Management Security Communication & Collaboration Applications AGGREGATION PLATFORM Grow & Maximize Simplify & Scale Breadth & Trust Serving as a CSP Solution Advisors Support Web Hosting Practice Solutions

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 11 Cloud Marketplace Reseller Control Panel Customer Control Panel myCP (End User)

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 12 A Multi-Layered Marketplace

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 13 Each layer has its own functionalities Select & Order View Customer, Orders, Reports, Documents Manage Subscriptions CMP (Cloud Marketplace)   Select Service (easy)   Select Customer (fast)   Select Up sell (more $)   Agree to T&C (all-in-one) RCP (Reseller Control Panel)   View Customer(s)   View Order(s)   Generate Report(s)   Download document(s) Where? What? (Why?) CCP (End-Customer Control Panel)   Create Multiple End Users …   … for multiple cloud services   Deploy CMS (Web Hosting)   Stop/Start VM/VPS   Buy more services   Buy more resources

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 14 Infrastructure Security Communication & Collaboration Business Applications & Platform Cloud Management Services Ingram Micro Cloud Global Solutions Categories for the Cloud Marketplace

15 Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. What makes us unique?

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 16 Common Stack SMB suite of cloud services and hybrid infrastructure Cloud Services dedicated to vertical markets ONLINE BACKUP & FILE SHARING COMMUNICATION & PRODUCTIVITY MULTI TENANT CRM/MARKETING DENTAL ACCOUNTING & BILLING & HR LEGALCONSTRUCTIONPOSMANUFACTUR-INGREAL ESTATE PROPERTY MANAGMEENT EDUCATION ACCOUNTING & BILLING INFRASTRUCTURE WEB & E-COMMERCE VIRTUAL DESKTOP Office 365, Lync, Exchange Acronis, Azure, Sharepoint Quickbooks, Xero, Shipwire, Myhosting.com Azure Microsoft SCALE THRU VERTICAL SOLUTIONS Microsoft Dynamics CRM

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 17 Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. Tools for Managing a Cloud Services Practice

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 18 Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 19 Ingram Micro Cloud Ignite™ Services Technical Sales Engineering Migration + On-boarding Customer Support

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 20 Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. Ingram Micro Service Desk

21 Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. Cloud Marketplace Benefits & Value Proposition

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 22 Customer Benefits Ease of billing Ease of management Fast and Automated process Reseller's advice / confidence A one-stop marketplace Support Vertical Solutions Safe and Reliable cloud hosting Avoid heavy IT infra. investments n solutions, n providers BUT 1 single mCSP, 1 single invoice n solutions, n providers BUT 1 single Provider / Reseller / Customer Panel Subscriptions are as fast and automatically provisioned for each case: Direct VS Indirect (VAR); Bundled VS à la carte 250,000 VARs with a global presence , web hosting, ecommerce, productivity suite, CRM, PMS in one single marketplace Our teams make "customers happy" with a high level of support since 1997 (L1 & L2 support) Dentists and Layers have some common IT needs, they also have needs very specific to their practice. We answer their common an specific needs, from to the latest PMS. CMP can launch applications on our proven multi geo location cloud trusted by thousands of SMBs and millions of users or directly on the Vendor's cloud. We provide plans based on a light monthly recurring subscription

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 23 What is the Value Proposition? No InvestmentStart Selling in MinutesBundled Solutions Manage Pricing Manage Customers With accurate invoicing and reporting Upsell & Cross-Sell

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 24 Summary Aggregated Services Marketplace Cloud Service Provider Platform Global Strategy Global 24x7 Support

25 Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. Microsoft Office 365 CSP Program

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 26 Microsoft Office 365 CSP Program Flexible Annual Subscriptions

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Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 38

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 39 Office 365 Customer Control Panel

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 40 Office 365 Customer Control Panel

000000_ 41 This is an example of the Customer Control Panel view in PA where resellers/ end customers will be able to access end customer subscriptions once the order has been completed. PA – Customer Control Panel

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 42 How to access the Ingram Micro Cloud Marketplace 1. 1.Visit Login using your credentials to au.ingrammicro.com 3. 3.Register for the marketplace 4. 4.Activate your first service!!!

43 Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. How to engage with Ingram Micro Cloud

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 44 Cloud workshops – 1 to 1 as well as larger events Business planning with experienced account managers Business model transformation MSP 2.0 – 1 to 1 as well as workshops Support for marketing activities Speakers for customer events Engagement with vendors and industry analysts Delivering vendor program webinars Simplifying processes around vendor engagement Building a community of partner to partner relationships Business Transformation

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 45 Contact Us to Plan Your Go-to-Market Strategy WEB IngramMicroCloud.com.au PHONE Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 45