1. Avnet Benelux Value Add on Converged

2. Presenter’s name Converged Infrastructure with Avnet Avnet Benelux Value Add on Converged

3. November 2015 Making Converged Infrastructure a Reality 3 Portfolio Avnet have strategic relationships with all leading converged infrastructure vendors. Capability In-house Cross vendor trained technical skills, from pre-sales through to delivery. Proposition Avnet programmatically aggregate multivendor technologies to drive productised solutions to market. Execution Focussed on turning marketing into reality and deliverable product. Avnet is the leading Converged Infrastructure Distributor in EMEA

4. 4 November 2015 4 Avnet Converged Systems Value Proposition StrategySales EnablementPre Sales SupportIntegrationServices Vendor CollaborationGo To Market SupportTechnical TrainingsDedicated Integration FacilityOn-Site Deployment Services Local & Central CI TeamSales TrainingSolution Design SupportCross Vendor Solution IntegrationLifecycle Services CI Specific InitiativeLead GenerationCross Vendor ExpertiseMulti Vendor Certified FacilityCross Vendor Expertise Market ExpertiseSales CollateralDesign Tools and DocumentationAssembly and Test ServicesConsistent Delivery Model

5. Strategy Why Investing in Converged Infrastructure is Important

6. 6 November 2015 Investing in a Growth Market  Converged Infrastructure is recognised as a growth area in a relatively flat market  Avnet has strategic partnerships with all major vendor players within this high growth market.  Avnet recognises Converged Infrastructure as key to it and its partners own growth and is investing in resource and infrastructure to capitalise on this growth market.  Converged Infrastructure is a stepping stone to other high growth markets such as public/private cloud. Worldwide Integrated Systems 2012 - 2017 Forecast

7. November 2015 The Complexity of Simplifying things Knowledge of complex multi vendor processes. Internal operational framework to accommodate multivendor solutions at scale. Multi disciplined, multi vendor pre and post sales technical skills. Integration and logistics capability required to present a solution as an integrated product. A sales and marketing engine that understands the best go to market approaches in the converged space The challenge Avnet Value

8. Sales & Partner Enablement Driving Partner and Vendor Success

9. 9 November 2015 ENVISION ENABLE EXECUTE 12 3 SolutionsPath™ Envision Segment, identify and target immediate growth opportunities Enable Build knowledge, skill and capabilities to specialise and enter new markets Execute Drive solutions-led pipeline and ROI through lead generation & engagement

10. 10 November 2015 Sales Enablement : SolutionsPath™

11. November 2015 Partner Enablement 1.SolutionsPath™ AnalyseLook at current customer buying profile from Avnet. Identify prospect customers from profile identified from local IT database. Knowledge of existing customer profile Agreed profile of partner target market to identify new prospects 2. SolutionsPath™ Briefing - online Partner BriefingAwareness of market opportunity and programme content 3. SolutionsPath™ CertifyVendor X partner status Vendor Y statusFully certified partner on Converged Solutions Vendor Z status 5. SolutionsPath™ University1 day University on Customer workshops & Scenarios Converged Infrastructure expert sales force 4.SolutionsPath™ Portal & Market Insight - 1 portal to access playbooks containing all sales tools Solution X - Subscription to Datacentre Market Insight on the latest research hot topics to keep you up-to-date Easy to use sales guides for identifying, qualifying and engaging customers through a solutions focused sales process 6. SolutionsPath™ Sales Accelerator 1. Dedicated End-User Event – partners to identify end-user accounts to attend 2. End-User Demand Generation to identify new opportunities 1. Maximising solution and wallet share through existing customers 2. Highly profiled new customer opportunities SolutionsPath™ ModuleActivityOutcome Envision, Enable and Execute

12. November 2015 Avnet EMEA Programmes

13. Revenue Marketing – Marketing as a Service Creating opportunities and turning them into sales

14. November 2015 Avnet’s Revenue Marketing with MAAS

15. Pre-Sales Support Translating customer requirements into Solutions.

16. November 2015 Pre-Sales Support Avnet Has invested heavily in ensuring we have a depth of technical Capability the best ensures the success of our partners in taking complex solutions to their customer base. We Provide :  In house cross vendor technical skills  Reference Architecture Sizing tools to ensure nothing is missed from cables to compute.  Framework documents to give indicative architectures based on numbers of virtual machines.  Documentation ranging from technical positioning collateral to in depth qualification and data gathering questionnaires.

17. Services & Integration Supporting our partners in Services and Delivery

18. November 2015 Why Outsource Integration? Costs Expanded markets Customer satisfaction Reduced expenses Time to market Competitiveness expenses

19. November 2015 Operations & Performance- Integration  Solution Integration  Cross-Vendor Platforms  FTP Access for Image Download  Remote Connectivity/VPN Access is Available  OEM/Custom & Embedded Integration  Hardware/Software Integration  System/Device Diagnostics and Testing  Asset Tagging/Serialization  Custom Labeling  Advanced Integration Tracking Systems  Return/Repair Services  Customer Site Specific Capability  Kitting Services  Custom Packaging  Custom Cabling  Quality Assurance Inspection  Recovery CD/DVD Capabilities  Racking  Application Loading  Custom Reporting Operating Systems Hardware Application Loads General Customer Specific Microsoft Linux Unix Cluster Builds High Availability Embedded O/S Server / Blade Storage Embedded Networking / Switching Racking / Cabling AIDC, RFID, Mobile Computing, M2M Integration Services Complexity

20. November 2015 From this to…

21. November 2015 The Avnet Difference Global Integration Centers Avnet's state-of-the-art global integration centers provide the most advanced integration and logistics capabilities possible to support your current and future business. By leveraging our advanced solution integration and delivery capabilities, you'll also add value to your solutions and increase your customer satisfaction.

22. November 2015 VersaStack Converged Infrastructure UCS / Nexus ISS Computing FlexPod Reference Architecture VCE / Vblock Converged Infrastructure SAP HANA Application Specific Appliance Nimble SmartStack Reference Architecture Virtualization – Network – Servers – Storage FlexPod Converged Solutions Hitachi Unified Compute Platform

23. Financial Converged Services Supporting our partners in financials

24. 24 November 2015 Avnet Financial Service Credit and payment terms Standard creditline with 30 day payment term Credit and payment terms Standard creditline with 30 day payment term Project Finance Flexible creditline Flexible payment terms Project Finance Flexible creditline Flexible payment terms Commercial Financing factoring and assignment of debt Commercial Financing factoring and assignment of debt Avnet Finance Solutions End-user Financing Exclusive Vendor support on promo’s (0% campaigns) Leasing (operational & financial) Loans (M)SP’ers Avnet Finance Solutions End-user Financing Exclusive Vendor support on promo’s (0% campaigns) Leasing (operational & financial) Loans (M)SP’ers Contact: creditcontrolbenelux @avnet.com Contact: creditcontrolbenelux @avnet.com Contact: financesolutions @avnet.com Contact: financesolutions @avnet.com

25. November 2015 Summary Avnet is uniquely positioned to offer partners extensive end to end support from initial qualification through to deployment for our converged infrastructure offerings. We provide:  Sales & Go to marketing planning support  Pre-sales and solution Design support  Professional Services and integration  Single source of purchase for all infrastructure elements.  Financial support

26. November 2015 Next steps And what NEW Converged cocktail do you choose? Cocktail Square - networking A present to shake your own cocktail (and think about us ) when you leave the event Next step call in the coming weeks

27. 27 November 2015 A big thank you to all our Converged Solution sponsors: Thank you for joining, drink the cocktail of your choice, and… HAVE FUN AND GO CONVERGED!

28. Thank You