User Guide

Product Intelligence App

Introduction IMSmart is the latest business intelligence (BI) offering from Ingram Micro. Compiling your relevant, up-to-date business data from nine different sources, this application will deliver your transactional and customer data analytics instantly to your mobile device. Thanks to IMSmart’s crisp presentation and intuitive interface, it has never been easier to get exactly what you want out of your data, when you want it, empowering your decisions and providing improved insight into your business.

Using IMSmart you’ll be able to: Target product, customer, or sales performance Create targeted marketing campaigns Measure ROI and assess campaign success Incorporate new ROI data into your next targeted campaign

Product Intelligence

Features/Capabilities

This dashboard has been specially designed to provide insight into your products and their performance in the market. It allows you to effortlessly filter the data so that you can get information on precisely the products you are most interested in, whether they be of a particular technology set, cost bucket, life cycle, or more. After filtering for the particular group of products for which you want info, your selections will be reflected dynamically in the dashboard via a wide range of tables, graphs, and other data presentation types. You can view key performance indicators such as market share, quote volume, and search count, among a host of others, and see them displayed in a visually appealing and easy to comprehend manner. It is even possible to view a comprehensive product list and see exactly how a specific product performed. This truly is product intelligence at your fingertips.

With this app you will be able to:

Benchmark your products against your competitors within Ingram Micro or in the channel

Identify the key features and attributes of your products.

Develop specific product-centric marketing action plans around product lifecycle, base pricing, promotions, Web pricing and bundling, etc.

How to Use:

After launching the Product Intelligence Dashboard, you will see on the left side of the screen the various selectors for drilling down to the specific group of products you are interested in. Simply click on the arrow under each filter to select the desired filtering option. There are seven different ways to filter your results.

Technology – allows you to select on the technology category the products fall into e.g., LCD Monitors, Notebooks, Tower Systems, etc.

Cost Bucket – allows you to select on the cost bucket the product fall into, for which there are a wide range of values

Weight Bucket – allows you select on the weight bucket the product falls into, for which there are a wide range of values

Product Life Cycle – allows you to select on the stage of a product’s life cycle e.g., introduction, mature, or end of life

Attribute 1 – allows you to select from a number of product attributes including screen size and form factor, among others

Attribute 2 – allows you to select from a number of product attributes including storage space, clock rate, screen luminosity, and more

Attribute 3 – allows you to select from a number of product attributes including response time and package contents

At the top of the screen are five different radio buttons with which you can selectively view graphical and tabular visualizations of particular KPIs.

IM vs. TAM – shows revenue and market share as compared to other vendors

Price Index – shows price indexes as compared to other vendors

Pipeline – shows quote volume and win rate as compared to other vendors

Web Activity – shows search count as compared to other vendors

Attach Opportunities – shows cross-sell opportunities with probabilities

How to Read:

There are two main panels, or “views”, that display the reseller information you have selected for.

Technology View

KPI Summary: The KPI summary in the upper left of the dashboard is essentially a scorecard of key metrics for the group of products you have selected currently. It will remain constant no matter the visualization option (IM vs. TAM, Price Index, etc.) you have selected.

IM vs. TAM – displays TAM and market share information via bar graphs, and contains a table with channel revenue and market share data grouped by technology.

Price Index – displays price indexes in both graphical and tabular formats.

Pipeline – consists of two bar graphs displaying quote volumes and win rates, as well as a table with more detailed quote volume and win rate data.

Web Activity – consists of three different bar graphs displaying search count, web conversion, and web revenue data, as well as a table with more detailed info grouped by technology.

You can change which graph you are currently viewing by clicking one of the three radio buttons immediately above the graph.

Attach Opportunities – contains a table with cross sell opportunities as well as their probabilities for a particular technology in gauges

Product View

Manufacturer Part Nbr List: A comprehensive list containing the names and manufacturer part numbers of all the products included in your data selection. It is possible to scroll up and down the list, as well as sort in ascending or descending order by part number. To sort, simply scroll over the Manufacturer Part Nbr bar at the top of the list, click the drop down arrow that appears to the right, and select your sorting preference.

Clicking on the Manufacturer Part Nbr List label will open up the list as a report with additional information, which can then be exported to Excel. KPI Summary: Contains the same metrics as the KPI Summary from the Technology View, but gives the ability to see precise info on a specific product. To view a particular product’s KPIs, click on its name or manufacturer part number in the Manufacturer Part Nbr List, and the KPI Summary will be automatically updated.

Speedometer Charts: Showcase particular KPI deltas from 3M-12M.

Glossary % Rev used on Flooring: % of revenue used on flooring % Spent on Freight: % of revenue that is spent on freight Active Reseller: reseller transacted with Ingram in recent 12 fiscal months excluding new resellers Avg BTA per MBCN: average BTA (Bring to Average) amount per Master Branch Customer Number Avg Click Rate: average number of clicks from those who received the email Avg Click to Open Rate: average number of clicks from those who opened the email Avg Credit Utilization: average % of credit used Avg Emails/Quote: average emails per quote Avg Events Attended: the average number of events attended Avg Min Spent/Quote: average minutes spent on the phone per quote Avg Neg Frequency: % of lines negotiated Avg Open Rate: average email open rate Avg Quote Size: average quote size Avg Quote Winrate: average winrate per quote BTA Amount: Bring-To-Average amount. Annual incremental dollar amount if a reseller’s share of wallet can be raised to company average COGS: Cost of Goods Sold Credit Utilization: % use of credit account Days Sales Outstanding: number of days it takes to pay invoices Emails Sent/Contact: how many times sent marketing email E-Mkt Touch: based on email blasts received, open rate, and click-through rate

Event Attended: at least 1 event attended = Yes Flooring ACC Utilization: whether or not using flooring accounts/companies Freight Sensitivity: % of revenue spent on freight IM Relation Score: measured by Recency (how recently did the customer purchase), Frequency (How often do they purchase) and Monetary (how much do they spend). Value range 30-90 (with 30 being lowest and 90 being highest). KPI: Key Performance Indicator Logistics Comparative: indicates who has closest warehouse Lost Reseller: reseller transacted with Ingram in 3 fiscal years but hasn’t purchased anything in recent 12 fiscal months. New Reseller: reseller has joined Ingram in past 12 fiscal months Price Sensitivity: how frequently a customer negotiates Rev % from RMA: % of revenue that comes from RMA (returns) Rev % from Web: % of revenue that comes from web RMA Sensitivity: considered high if greater than 2% Sales Touch: based on quote volume, quote winrate, average follow-up emails, and amount of time on phone per quote Share of Wallet: Reseller’s total Ingram annual revenue/Reseller’s projected total annual wallet size Total Credit Limit: the maximum amount of credit available for use Total Reseller Count: distinct count of Master Branch Customer Number Wallet Size: annual total channel spending Web Shoppers: % that purchase over the web

YoY COGS %: Year over Year Cost of Goods Sold Percentages