User Guide

Reseller Intelligence – Depth App

1 |

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

2 |

Reseller Depth

Features/Capabilities This dashboard is designed to give you an in-depth look at your current customers. It allows you to drill down to info on specific reseller groups by product cluster, industry, size, business unit, sales group, and location, and from there filter the results by a host of metrics including price sensitivity, sales touch, credit utilization, and many more.

The info displayed includes sales averages such as quote size and winrate, marketing metrics such as events attended and click rate, and an array of other types of data. Also featured are visualizations of KPIs such as COGS by state and business unit, as well as the ability to view a scorecard of key metrics for a particular reseller.

With this app you will be able to:

Profile your existing reseller base.

Identify customer purchasing patterns.

Uncover missed opportunities.

Discover cross-sell and white space opportunities.

Map out reseller verticals.

See what value-added services they purchase from Ingram Micro

3 |

How to Use:

The Reseller Depth dashboard allows you to look at three different groups of resellers: Growth: These targets are identified as having the highest growth potential. Resellers meeting the following criteria are classified as growth targets:

Active reseller or new reseller AND BTA amount ranked in the top 10% among all resellers

At-Risk: These targets are identified as having the highest attrition risk. Resellers meeting the following criteria are classified as at-risk targets:

Active reseller AND Revenue declined more than 10% OR Recency Score =1, AND Revenue declined amount ranked in top 10% among all resellers

Loyal: These targets are identified as having taken on the lion’s-share of Ingram’s revenue, who we cannot afford to lose. Resellers meeting the following criteria will be classified as loyal targets:

New or active reseller AND IM relation score = 90 AND wallet size ranked in top 30% of all resellers

After selecting one of the reseller groups, the dashboard will open revealing a plethora of various selectors and filters. If at any point you wish to change which group of resellers you are viewing, simply click the appropriate icon on the bottom right of the dashboard.

On the left side of the screen are the selectors for drilling down to the specific group of resellers you are interested in. Simply check the boxes next to the attribute you want to include in your search, and un-check those you wish to exclude. There are six different ways to customize your results:

4 |

1. Product Cluster - allows you to select based on the type of products a reseller carries.

2. Primary EU Vertical - allows you to select based on the vertical market of the end users that the reseller serves

3. Primary EU Seat Size - allows you to select based on the number of end users the reseller serves

4. Sales Business Units - allows you to select based on the specific BU the reseller is tied to

5. Sales Group – allows you to select based on the sales group the reseller belongs to

6. Reseller State – allows you to select based on the state the reseller is located

On the top of the screen are the various drop down filters for refining your results. Simply click on the arrow under each metric to select the desired filtering option. There are ten different ways to filter your results:

Reference the glossary if you need to see any of the above terms defined.

5 |

How to Read

At the top left of the dashboard is a small table with some aggregate data including: -the total number of resellers in your set -the total revenue these resellers bring Ingram Micro -YOY% -the bring to average amount

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

Play Definition

6 |

Scorecard Summary: The scorecard summary is essentially a quick profile of the set of selected resellers. It contains a list of average metrics that include:

Avg Neg Frequency

Avg Quote Size

Avg Quote Winrate

Rev % from Web

Share of Wallet

Avg Emails/Quote

Avg Min Spent/Quote

Avg Open Rate

Avg Events Attended

Avg Click Rate

Emails Sent/Contact

Avg Click to Open Rate

Avg Credit Utilization

Total Credit Limit

% Spent on Freight

% Rev used on Flooring

Days Sales Outstanding

Rev % from RMA

Reference the glossary if you need to see any of the above terms defined.

7 |

Reseller Count: To the right of the scorecard summary lies a table totaling the number of resellers by End User Vertical Cluster and End User Size Cluster.

COGS: There are two separate visualizations of the Cost of Goods Sold.

In the bottom center of the dashboard is a map of the U.S. with each state color-coded to reflect the total COGS from that state.

Red: Less than $100,000 Orange: between $100,000 and $500,000 Light Green: between $500,000 and $1,000,000 Dark Green: Greater than $1,000,000 Grey: no data available

Scrolling over the states on the map will allow you to see the YoY COGS%. Negative values are notated with parentheses.

8 |

Selecting the Grid View option above the map will convert the visualization to a table with the COGS and reseller count organized alphabetically by state. Re-selecting Graph View will turn the table back into a map.

In the bottom right corner of the dashboard is a heat map demonstrating the COGS by CPU, and includes the CPU SOW. The size of the block represents the subcategory’s share of total COGS, while the color represents the YoY% COGS for subcategories.

9 |

Play List

*Please note Resellers' information is masked in this User Manual.

Reseller List: Contains the names and Master Branch Customer Numbers of the specific resellers 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 MBCN. To sort, simply scroll over the Customer Master bar at the top of the list, click the drop down arrow that appears to the right, and select your sorting preference. Customer Scorecard: Contains the same metrics as the Scorecard Summary, but gives the ability to see the exact info (as opposed to the group averages) for a specific reseller. To view a reseller’s specific data, click on its name or MBCN in the Reseller List, and the Customer Scorecard will be automatically updated. White Space Opportunities: This table shows the customer count and estimated opportunity for each of the CPUs. Clicking on White Space Opportunities will link you to the Opportunity Report.

10 |

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

11 |

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