Sean Hobday Senior Vice President, International and Strategic Accounts

Global Services Platform

Sean Hobday SVP Global Sales and Operations

Zones global services

Zones provides our global clients with a consistent worldwide IT fulfillment model.

Zones operates offices in strategic geographic locations around the world, and we leverage our strategic in-country partners.

We provide a support structure that is experienced in the management, execution, and strategic development of Zones’ global clients.

Zones drives value through vendor consolidation, price constancy, standardization, order management, and other areas specific to client needs.

COMMUNICATION Supporting more than

a dozen languages

EXCHANGE Transacting in over

20 currencies

FULFILLMENT Capabilities in 80 countries

Zones Global HQ Seattle, WA

Zones Canada Toronto

Zones AU / NZ Sydney

Zones EMEA HQ

London

Zones India

New Delhi

In-country account executives, dedicated sales support and global order management.

ZONES-owned locations

Strategic Partnerships

Export

Global Fulfillment and Integration

Zones Global HQ Seattle, WA

Zones Canada Toronto

Zones AU / NZ Sydney

ZONES-owned locations

Strategic Partnerships

Export

Zones EMEA HQ

London

Zones India

New Delhi

Zones Canada Toronto

Zones AU / NZ Sydney

Zones EMEA HQ

London

Zones India

New Delhi

Turkey

UAE Dubai

Singapore

Coming Soon (Turkey, UAE, Singapore)

COMMUNICATION Supporting more than

a dozen languages

EXCHANGE Transacting in over

20 currencies

FULFILLMENT Capabilities in 80 countries

In-country account executives, dedicated sales support and global order management.

Global Fulfillment and Integration

Global logistics, fulfillment, and support

Global account manager

Local in-country account management

Solution development Order management Customer service

Reporting Catalog management Inventory

management Invoicing assistance Portal maintenance

Pre sales activities Formal global

onboarding program Global vendor

consolidation Recommendations for

global standardization Global regulatory

consulting

Global Account Team Global Operations Center Global Desk

Core global business problems

Price Continuity

$

5 ¥

Product Availability

Order Management Vendor and

Headcount Sprawl

Account Management Structure Global Account

Executive

Local Account Manager Internal Sales (ISS) Solutions Architect Project Managers

Single point of contact for Global business relationship

SPOC for entire regional business relationship

Support identified customer requirements

Leverage Zones internal experts to engage with customers

Engage vertical solutions experts

Collaborate with Inside Sales Team

Expand Zones business with dedicated customers

Business hour internal contact for enquiries via telephone, email or IM

Process quotes, orders, returns and reporting

Available to help you find answers rapidly

Technical solutions Subject Matter Experts (SME)

Experience and Expertise in solution verticals

Whiteboard solutions and advise customers on the BEST solution

Coordinate Professional Services and implementation resources

Provide Pre- and Post- sales support to customers

Covers Software, Hardware and services

All large or complex projects receive a project manager for the on-boarding process

All significant technical or non-technical client projects are managed by a dedicated project manager to ensure 5-Star execution

Each account has an executive sponsor to insure we have a high level understanding of each customers’ needs.

ZonesConnect™

Online procurement site simplifies ordering, tracking and reporting.

Web-based, integrated fulfillment system Real-time quoting of special bid pricing Real-time reporting Order tracking Standards management/compliance Visibility to client-specific inventory and pricing Integrated data warehouse for report generation On-line asset management information

http://intuit.zonesportal.com

Order Management Clients need automated tools and reporting to support efficient global order management

Global Challenges

Limited automation tools available in the market. Those that are available comes with minimum cost premium of as much as 4%

Client has disparate ERP systems across different countries

Lack visibility of IT assets, spend, and inconsistent product descriptions from a diverse supplier base

Purchase order requirements at the country level to meet both legal and OEM regulations

Zones Review

Existing order management systems

Client order process

Purchase order requirements

10

Zones Solution

Global operation team provides monthly,quarterly, and annual reporting

Zones provides a custom global purchasing portal > CXML/XML shopping cart integration with

ERP and procurement systems > Individual catalogs by country (single site

with drop-downs and local currency) > Separate system logins by country > XML integrated fulfillment system > Management/compliance standards > Integrated data warehouse for

report generation > Real-time inventory and pricing updates > Online asset management information > Purchase order generation

Product Availability Clients experience extended lead times, especially in tier 2 and tier 3 countries

Global Challenges

Lack of local (in-country) stocking of IT products in either distribution or local VARs

Global configure to order standards set in the U.S. requires special order process globally

Different supply chains depending on country or region

Internal client communication challenges within the clients various divisions putting strain on lead times

Zones Review

Last six months of purchasing data

Hiring forecast and budget

Current asset data and refresh cycles

Transparency of the supply chain for particular products/OEMs

> Route to region or market > Lead times > Country specific challenges

Zones Solution

Build a collaborative plan to meet client’s monthly and quarterly needs

> Consolidated buys >Minimum/maximum stocking

at the local level

Project management services for global office openings or expansions

Zones or our strategic partners act as importer of record (IOR) for products that are not widely distributed in country or region

Price Continuity Clients are looking for transparency in the pricing of their IT standards.

Global Challenges

Variances in taxes and duties

Currency changes

Local transportation costs

OEMs operating independently from U.S. counterparts impacts discounted pricing

Management issues around the clients in-country IT and procurement undermines global efforts

Zones Review

Current global pricing

OEM pricing > Local pricing programs > Current pricing

methodologies

Global standards

Countries of fulfillment

Seat size per country

Zones Solution

Build a program framework >Monthly price books

of IT standards > Break down of costs

In-country account teams to work with OEMs and local IT and procurement

> Bring parity to global pricing > Bring the global picture to the

local level

Global account team works with OEM at global level

> Filter pricing to the local level > Leverage global executive

management relationships

$

5 ¥

Vendor and Headcount Consolidation Clients face vendor management challenges when procuring IT products

Global Challenges

Multiple vendors in each individual country around the world

Varying SLAs

Lack of price transparency

Disparate processes between countries

Lack of control over global standards

Zones Review

International locations

Requirements for particular products/OEMs

Roles and responsibilities > IT > Procurement > Finance

Current asset data and refresh cycles

Existing methods for global deployment of hardware

> Route to region or market > Country and region specific

management challenges

13

Zones Solution

Manage worldwide vendor locations

Commit to global SLAs

Automate procurement > E-commerce > Punch-out integration

Elevate data visibility through global reporting

IT staff augmentation > Smart hands > Engineering > Part time on-site presence

Thank You