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• Ingram Micro • Ingram Micro’s IBM Business Unit• BA & Big Data• IBM & Cognos• ICE Program Review

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SUCCESS

2011 annual revenues: $36.3 billion Approximately 15,500 associates Customers in approx. 145 countries 105 distribution centers worldwide Operations in 26 countries No. 75 on 2011 Fortune 500 list Diverse capabilities in complementary agencies

and services Only global broad-based IT distributor

with significant, multi-country Asia-Pacific presence

Global corporate responsibility focus

30+ years experience in IT distribution

The world's largest provider of technology products and services

Ingram Micro and IBM BU Value Proposition

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

Selection, Price and Availability

Specialized Account Resources

Transactional Excellence

Technology Enablement

Vendor Support

Partner Network

AdvancedBusiness Services

Sales and Profit

Expansion

Credit and Creative Financing

Advanced Technical ServicesSeismic, Cloud and

Tech Services

Demand Generation

Foundational

Execution

Partner Enablement

Partner Integration

What are the Drivers for Big Data?

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Volume: Unprecedented growth in structured and unstructured data strains or breaks traditional data collection, management, and analytical systems.It’s been said that 90% of data stored today was created in the last 2 years

Velocity: Customer sentiment, consumer and machine generated

data, and competitive pressure creates the need for near real time analysis and decisions.

60% - Estimated increase in operating margin if retail markets fully used big data (MGI, McKinsey Research)

Variety: Proliferation of data sources, much of it unstructured, from Smartphones, GPS, Social media feeds, sensors, etc. clouds sound decision makingNever before imagined possibilities, previously improbable correlations

IDC study says the

market for big data

technology & services

will grow from $3.2

billion in 2010 to

$16.9 billion in 2015.

Ingram Cognos Elite Program (ICE)

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• Min. $300K Cognos NL sales

• Enrollment in the ICE Rewards Points System

• Funded Travel to ICE Summit

• ICE Partner Council participation

• Up to 5 leads per quarter in End User Lead Pass Program

• Multiple Passes at IOD

• Recognized as ICE Diamond Member at IOD

• Min. $100K Cognos NL Sales

• Enrollment in the ICE Rewards Points System

• Funded Travel To ICE Summit

• ICE Partner Council Participation

• Up to 3 leads per quarter in End User Lead Pass Program

• Single Pass at IOD

• Recognized as ICE Platinum Member at IOD

• ICE Summit participation

• Enrollment in the ICE Rewards Points System

• Access to End User Lead Gen Program, Passes to IOD, and other ICE Program amenities through Points Rewards System

• Recognized as an ICE Gold Member

Gold Platinum Diamond

ICE Point System

• Ingram Micro hosted IBM webinar attended (max 1/quarter): 1pt

• Additional software authorization: 1pt

• Additional software authorization bonus first-time transaction: 4pts

• Additional software authorization, Information Management: 2pts

• Additional software authorization bonus first-time transaction, Information Management: 8pts

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

The GB-E segment comprises accounts that are robust and have attractive IBM growth potential

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Sector GBE MM

12,500 CustomersLarger in 2012

All…

COMPANY SIZES1K employees to $10B+

Select 100-999

Every…

INDUSTRYLargest = Healthcare

Next = Banking Next = Retail

Two…

COUNTRIESUS

Canada (plus some Islands)

All…

BRANDS50% Services

23% SW / 27% HW

Wide range of…

COMPANY TYPESEmerging Growth Clients

Intermediate LE’sMNC’s

Predominately…

COMPETITIVELow share of wallet

White Space40%+ of Oracle Attack

Opportunity for…

LARGE DEALS833 $1M Accts in ’09

433 $1M Accts in 1H/10448 $1M Wins in 1H

Wide Range of…

FINANCIAL HEALTHMany IGF Credit 6/7

GBE Marketplace

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NA Market expected to be $421B in 2012, growing +3.9% yty.

GBE represents 24% ($101B) of the opportunity, and is expected to grow slightly faster than overall market.

US expected to grow 0.5pts faster than Canada.

GBE$101B

MM$55B

Sector$265B

GBE Represents 24% of NA Opportunity

Healthier Spend expected in 2012

GBE Opportunity primarily in Services & SW

2012

Mar

ket

SWG14%

STG8% GBS

28%

GTS50%

Services represents 78% of GB opportunity. SW spend expected to grow +6% yty,

Services +4%, Hardware +3%. Healthcare, Retail, Computer Svcs,

Electronics represent key industry opportunities in GBE.

Strong solution spending is expected.

Situ

atio

n O

verv

iew

North American Market Environment - Industry IT Spend GBE

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

0

2

4

6

8

10

12

14

Mar

ket O

ppor

tuni

ty (

$B)

0%

1%

2%

3%

4%

5%

6%

7%

Gro

wth

Rat

e

GBE Level GBE Growth

GBE Level 6.7 10.7 3.3 5.7 4.3 3.3 4.1 1.3 6.6 10.8 1.3 2.5 9.0 1.4 2.6 11.9 2.1 2.7 5.4 4.9

GBE Growth 4.0% 5.0% 4.8% 3.4% 4.1% 3.6% 3.5% 2.9% 3.7% 3.4% 4.1% 1.2% 4.1% 4.0% 4.0% 3.6% 4.9% 4.2% 5.8% 3.8%

Ins BankFin Mkts

Med & Ent

Telco Util Trans Trvl RtlWhlsl

& CPGAero Auto Elect Chem Petro Indust Life Sci

Hlth Payor

Hlth Prov

CSI

NA GBE Opportunity and Growth by Industry2011 GMV and Growth

GBE Coverage Model

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

Type Growth Rep / Span Description

Select800

Accts.

Double-Digit2-3yr

CAGR(big share

gain)

CR1:5

(+/- 3)

Most Intimate GBE coverage. Selected clients with complex business and/or IT

infrastructure requirements. Approx. 5% of accounts, >25% of rev (higher % of

signings). Strong potential for transformational services projects

(including LTS). Sales Skills – Industry knowledge, client intimacy,

transformational solutions. Industry territories where possible.

Growth6,000 Accts.

@ GBE Plan

(share gain)

CR1:20

(+/- 5)

Predominant GBE coverage. Clients with complex IT infrastructure requirements, but

may not have strong propensity for transformational services.

Approx. 45% of accounts, >65% of rev (lower % of signings).

Sales Skills – Client portfolio mgmt, project-based selling, leverage partner ecosystem.

Industry territories where possible.

Market5,700 Accts.

< GBE Plan

(share gain)

iCR1:100+

Hyper-efficient GBE coverage. All Clients not covered in Select or Growth. Approx. 50% of accounts, <10% or rev and signings. Sales Skills – Contact mgmt, programmatic OI, lead-pass

to partners.

GBE Account and Revenue Mix

Accounts Revenue

Growth

Market

50%

10%

25%

65%

45%

5%

Market Segment Market Segment Acct List on PW

3952 Accts

HPB Lists by Brands and Solutions Refreshed and Increased to 42

Categories (up from 29)

2011 YtY Channel Growth 10% 21%, STG 14%, SWG Trans, 2% Stream -9%, Services 39%, IGF

Focus Plays: Business Analytics Healthcare & Retail Industries Cisco HP Attack w/ Blade CtrSolutions and Business Services HPB Categories

Solutions and STG Brand Offerings HPB Categories

Solutions and SWG Offerings HPB Categories

US Market Segment Industry Account & Revenue Distribution

0

100

200

300

400

500

600

0.0%

2.0%

4.0%

6.0%

8.0%

10.0%

12.0%

14.0%

16.0%

18.0%US Accts East Accts West Accts 2H10 + 1H11 Rev %

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_ben_ben_prospect_list

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Are You Maximizing Your Deals to Benefit the Customer AND You?

• Are You Maximizing the Opportunity?• Are You Maximizing Your Margin?• Are You Offering the Best Deal to the Customer by

Bundling the HW, SW, Services and Financing?• How Much Are You Losing By NOT Clothing Your Deals?• What If You Were Able to Clothe Even 20% or More Of

Your Deals?

IBM Solution Accelerator Incentive

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Access eligible HW, SW, and Solutions: ibm.com/partnerworld/solutionaccelerator

CLIENT

BP HW BP SW

DISTRIBUTOR(S)

Base Incentive:IBM eligible HW + IBM eligible SW Incremental rebate:

– 4 points on HW– 11 points on SW

Bonus Incentive:• Rebate for selling pre-defined solution• Additional 7 points on SW solution• Teaming allowed

5%10%

18%

5%8%

20%

18%

5%

15%

20%

18%

0%

10%

20%

30%

40%

50%

60%

I&A GB LE GBMM

* Note: Plus 4% on HW

Software Incentive Stack

SAI SW Base+Bonus*SVI IncentiveGB IncentiveSW Base

Turn Information Into Insights

Business Analytics IBM Business Analytics Cost Buster Solution 83% of surveyed CIOs said investing in Business Analytics is their #1 Priority

IBM Cognos Express - the first and only integrated reporting, analysis, and planning solution purpose-built and priced for small to midsized companies. IBM System X offers new levels of performance and flexibility to help you respond quickly to changing business demands. Cost effective and compact, it is well-suited for small to midsized companies

What makes this offering unique?

What Customers Struggle With Business users don’t have access to the information they need nor do they have

confidence in the information Limited IT resources; analytics expertise; and budgets

IBM Cognos Express The only all-in-one, integrated solution for both BI and Planning Deploys quickly - plugs into existing infrastructure with minimal IT support Easy-to-use, self-service access, empowers business users.

Great Choice for Partners IBM Cognos Express is purpose-built for small to midsized companies, so offers lower

TCO Customers can start small, start anywhere, match their budget and deliver immediate

value

Act Now! Payments * as low as $43 USD per user per month, based on 25 users (i.e., about $1069/mo. for 36 months) Includes software, 1st year support, hardware and services. Configuration subject to change. *Subject to IBM Global Financing credit approval. US dollars

Average sales cycle = 2-4 months Average deal size (SW) = $24,500 USD Hardware Sample = $1,489USD Services Sample = $10,000USD Ordering system = Passport Advantage Software Value Incentive Eligible

Offering & Qualification

Web Landing Page

Sales Kit

Client Presentation

Quick Reference Guide

Hosted & Downloadable Trial

SW & HW RequirementsDemo

Partner Resources

Cost Buster Solutions

Profitability Tool

Authorized Distribution

Cognos Midmarket Foundational Sales MasteryIBM Certified Solution Developer - Cognos Express Xcelerator and Advisor

Turn Information Into Insights

Business Analytics IBM Business Analytics Cost Buster Solution 83% of surveyed CIOs said investing in Business Analytics in their #1 Priority

IBM Cognos Business Intelligence 10 - offers integrated reporting, analysis, scorecards, dashboards, planning and analytic applications on a common platform, enabling collaboration and a consistent view of financial and operational information. IBM Power Systems offers cost effective modular-based solutions enabling clients to start at any entry point and grow. The modular-based design offers resource optimization, system-level security and industry leading performance for data warehouse and analytic applications.

What makes this offering unique?

What Customers Struggle With Business users don’t have access to the information they need nor do they have

confidence in the information

IBM Cognos BI 10 Improves productivity of users in reporting, finance and analysis by up to 20% BI turns data into information for improved decision making, reduced costs, improved

revenue & margins, and increased productivity Experience insight with quick and easy access to analytics anywhere you go

Great Choice for Partners Built on a proven technology platform, Cognos BI 10 is designed to upgrade seamlessly

and cost-effectively scale for the broadest deployments Delivers a revolutionary experience and expands BI with planning, scenario modelling,

real-time monitoring and predictive analytics

Act Now! Payments * under $55 USD per user per month, based on 100 users (i.e., about $5,500 /mo. for 36 months for Power 7 p710 or $5,625/mo. for model p740)Includes software, 1st year support, hardware and services.Configuration subject to change. * Subject to IBM Global Financing credit approval. US dollars

Average sales cycle = 6 months Average deal size (SW) = $146,960USDHardware Sample = p710 $19,189 or

p740 $24,461USDServices Sample = $25,000USDOrdering system = Passport AdvantageSoftware Value Incentive Eligible

Offering & Qualification

Web Landing Page

Sales Kit & Prospecting Kit

Client Presentation

Try and Buy Trial

QuickStart

SW & HW RequirementsDemo

Partner Resources

Authorized Distribution

Cognos Business Intelligence Sales Mastery Test Learning CenterAdministrator Designer Developer

Sales Training

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Thank you.

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