Cloud Enterprise Computing Solutions UK and Ireland. Overview. ACE for NetApp - Building a better Cloud business. arrowecs.co.uk

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1 Cloud Enterprise Computing Solutions UK and Ireland ACE for NetApp - Building a better Cloud business Overview arrowecs.co.uk

2 Arrow Cloud (ACE) for NetApp Here is a top-level overview of the advice and support available to you throughout the whole lifecycle of building your cloud business. Through workshops, one-to-one coaching and online resources, we ll work with you and your team to: > Profile your business, analyse your strengths and weaknesses and transform your organisation into a digital business > Build an effective sales and marketing plan, generate demand with go-to-market campaigns, raise your profile in the marketplace and translate your cloud message into a meaningful proposition for prospects and customers > Implement the necessary framework and processes to manage the financials of delivering solutions and services in the cloud > Adopt best practice and gain essential skills and accreditations with sales and marketing training, and technical bootcamps and masterclasses > Map your accounts, support your pre-sales deal engagement and create end user call scripts These really are just some examples of the extensive support available from Arrow and NetApp to help you to build a successful NetApp Cloud business. ONBOARD The keystone for a successful partnership PLAN Shaping your cloud service strategy REWARD Build a profitable and sustainable business The Arrow Cloud Delivery Cycle ENABLE Stay ahead of the curve with Arrow s thought leadership EXECUTE Achieve the growth you envisage 1

3 The Arrow Cloud Onboard EXPLORING THE CLOUD OPPORTUNITY FOR YOU AND YOUR CUSTOMERS We work closely with you to understand your unique business profile and assess the technical, financial, sales, operations and marketing support required from Arrow and the resources you ll need to commit. Through the Arrow digital transformation assessment, we unite our experience and insight with a structured methodology to establish where you are today in terms of your verticals, resources, structure, to create a profile for your organisation, identifying your strengths and any existing gaps. This enables us to start mapping out the journey that will take you where you want to be and how we can support you to reach your destination in the shortest possible time. We ll also help you to understand how best to position cloud services with your customers and to address their painpoints. We analyse your existing client base and develop a Buyer Community Blueprint to determine a targeted group of buyers. > Quick Start to Accelerating Your Cloud Business > Quick Start to Cloud Computing > Arrow Sales Plays for NetApp Cloud > The Opportunity in the Cloud with NetApp > SMARTProfile your Organisation Plan BUILDING OUT YOUR PROPOSITION On the strength of the profile created during the Onboard phase, we will start developing your proposition with you. Building on the intelligence gained in the digital transformation assessment, we ll help you to refine your go-to-market strategy. Regular coaching from a senior sales and marketing practitioner will help you to drive the transformation and also make short-term wins. You will gain privileged access to SMARThub, Arrow s unique planning portal, where you and your assigned transformation team can drive and deliver the plan. SMARThub provides full visibility of every step of your journey, with a structured approach for account and business planning. Billing and paying for cloud services requires new procedures. We ll help you to understand the upfront investment that may be required, manage your cash flow and draw up appropriate contracts. In addition, we can share best practice in devising an appropriate compensation plan for sales teams accustomed to being paid a commission for selling products and one-time implementation projects. We can also ease the financial pressure of developing your business and delivering cloud solutions by providing a range of financial options tailored to your business objectives. We ll enable you to structure your finances so that you can invest in offering cloud services with confidence. > Create a SMARTplan > Specialist led transformational Marketing workshop > CompTIA Executive Certificate in Cloud Foundations > Executive Certificate in Financial Management arrowecs.co.uk

4 The Arrow Cloud Enable EQUIPPING YOU FOR SUCCESS We ll work with you to develop a value proposition customised to your business and target buyer community, so that you offer the right proposition to the most potentially rewarding targets. We ll help to train your teams to make it easier for your customers to buy into your unique proposition. The following are just some examples of the wide-ranging support delivered every day to our cloud partners: Sales We train your teams, providing enablement and certification on the principles of cloud basics and on vendors cloud offerings. Arrow s platforms and tools put you in control of the sales process and make it easier to cross-sell and up-sell too. We ll show you how to use the Arrow Solution Station, which finds solutions complementary to those you re already selling, and the Arrow Sales Lead Portal, specifically designed to monitor and track leads from generation to closure. Technical We ll deliver tailored presales training and enablement on cloud technology and cloud vendors, with technical training and certification as appropriate. Marketing We ll help you to do the groundwork on marketing your cloud offering, helping you to create an end user database and plan your go-to-market strategy. We can also provide training in aspects such as PR and social media and offer a single source of news and updates from the world of cloud through The Hub online portal. This brings a world of intelligence and thought leadership on cloud to your business. Finance We can help you to transition your customers to a subscription model with the right messaging around the benefits of opex rather than capex. We can also educate your sales people on financing deals and driving recurring cloud business, and ensuring your sales team understand the compensation framework. > Marketing Enablement with NetApp > Thought Leadership Enablement > ACE for NetApp Enablement Journey - Comprehensive sales and technical training > Arrow Cloud Portal - Comprehensive product and solution information Execute KEEPING YOUR CLOUD BUSINESS ON TRACK At this stage, it s critical to review what s working well in your cloud business and decide where you need to move with agility to change your approach to seize new opportunities or counter competitive threats. We help you to cost, develop, deliver and manage cloud services to realise the potential of cloud, using our tried and tested technology, expertise and tools to give you a head start. Our ArrowSphere cloud platform simplifies and automates subscription and billing management to increase efficiency and minimise the administrative overhead. We can support you in maximising the opportunity of cloud and your margins from generating and qualifying quality leads to ultimately closing the sale. Along the way, we ll help you to manage the deal, register it with your chosen vendors, design and configure your cloud services offering, position it with your customers so they recognise the value you re adding. We combine our experience and established platforms to make selling cloud services a streamlined and efficient process. You can capitalise on our marketing expertise: for example, with our portfolio of comprehensive marketing campaigns and collaterals that are ready and waiting for you to co-brand. We can help to strengthen your online presence through an effective digital strategy. 3

5 The Arrow Cloud Reward We can also provide continuing support in the form of, for example: customer call-out scripts, making facilities at our Dowgate offices in London available for your events, account planning including vendor mapping and engagement, and continued guidance from the Arrow cloud team to keep you and your teams focused on the plan created in our SMARThub planning portal. > On-boarding communications, website updates, thought leadership content, analytical tracking and lead generation > Account mapping > Pre-sales deal engagement support > Creation of end-user call scripts > Arrow built Solution Stacks > Quote point solutions & solution stacks > Complimentary sales plays > Cloud Services to drive consumption & adoption > Complete customer case study CLOUD ENABLERS CLUB Once you have enrolled onto the Arrow cloud enablement programme and commenced your journey through the delivery cycle, you will begin to enjoy the benefits of the Cloud Enabler s Club. Upon completion of each stage of the programme delivery cycle you will become eligible for Arrow rewards and incentives. Arrow s dedicated UK cloud team will be on hand throughout every step of your cloud enablement pathway, to ensure you progress smoothly throughout the stages, whilst also enjoying lucrative incentives. In addition to helping you to achieve the commercial rewards of running a successful cloud business, we hold an annual cloud enablers hospitality event for our top cloud partners. To find out more about Arrow cloud enablers events and rewards please contact your dedicated cloud enablement coach. > Recurring cloud business stream > Increased client stickiness > Incremental growth business opportunity > Incentives > Hospitality > Financial support arrowecs.co.uk

6 Are You Five Years Out? Most people live in the present. The world of now. But a handful of us work in a unique world that doesn t quite exist yet the world of Five Years Out. Five Years Out is the tangible future. And the people who live and work there know that new technologies, new materials, new ideas and new electronics will make life not only different, but better. Not just cheaper, but smarter. Not just easier, but more inspired. Five Years Out is an exciting place to be. So exciting that, once you ve been there, it s hard to get excited about the present. Because we know what s coming is going to be so much better. Five Years Out is a community of builders, designers, engineers and imaginers who navigate the path between possibility and practicality. Creating the future of everything from cars to coffeemakers. Are you one of them? Then you re probably working with us. In Person Call to talk or set up a face-to-face meeting with one of our knowledgeable representatives. Harrogate Office London Office Newmarket Office Dublin (Ireland) Office 353 (0) Arrow Electronics, Inc. Enterprise Computing Solutions Nidderdale House Beckwith Knowle Otley Road Harrogate HG3 1SA Via arrowsphere.ecs.uk@arrow.com us for answers to questions or to start a conversation. Online arrowcloud.com/uk