Westcon North America. Lynn Smurthwaite-Murphy, SVP Westcon North America

Transcription

1 Westcon North America Lynn Smurthwaite-Murphy, SVP Westcon North America

2 Westcon North America Consists of the following divisions: Convergence / Collaboration Security Service Provider Canada including Comstor Canada Net Revenue FY $668M 11% Growth 21% of Consolidated total EBITDA FY 2011 $38M 11% Growth 25% of Consolidated total 2 2

3 Technology Partner Portfolio Canada 3

4 North America Vendor Contribution FY 2010 FY % 4% 17% 42% 27% 40% 7% 13% 13% 5% 4% 6% 9% 9% Avaya CheckPoint BlueCoat Cisco Canada RSA Polycom Avaya Checkpoint Polycom Cisco Canada F5 Brocade 39% growth in top line revenues in this period 4 4

5 Reseller Customers Servicing over 3500 active customers a year Customer Type FY11 Sales % of total Key Customers Service Provider 20% System Integrator 23% Reseller 57% Total 100% 5

6 Value Proposition Channel Recruitment Mentoring programs Developing channels New Product introductions Vertical markets Channel Enablement Inventory and availability LEAP Center Financial Services Logistic Services (staging, integration, life cycle management Level 1-2 Support Configuration and Technical Support Training (sales and certification) Marketing Services Vertical market expertise Business Intelligence Proof of Concept 6

7 Business Strategy Vision, Strategy, Execution Rollout Vision To be THE partner of choice in Networking, Convergence and Security through leadership in expertise and innovation while driving profitable return for our stakeholders Strategy Profitable Growth Operational Improvements Increased relevance Execution Prioritization and Focus Canada / US Board Increased discipline Education, Training Balanced Scorecard Employee Engagement Top 5 Strategic Business Accelerators 1. New Customers 2. Service Providers 3. Channel Enablement Services 4. Vertical markets 5. New vendors 7 7

8 Strategic Map Vision and strategy mapped Management alignment Measure critical goals Reward for strategic action Monthly visibility FINANCIAL QUADRANT Reduce DSO/DIO Maximize Vendor Rebates Minimize Customer Rebates Meet Field Plan Reduce SG&A Improve Forecasting Minimize bad debt CUSTOMER QUADRANT Improve Customer Experience Provide Order Fulfillment Quality Assurance Increase Wallet Share Increase Customer Count Increase Vendor Market Share INTERNAL QUADRANT Customer Segmentation Increase Vendor Count with Customer Types A & B Wallet Share from Growth Accounts New Customer Acquisition (Hunter) Improve Sales Profitability INNOVATION AND LEARNING QUADRANT Services Channel Enablement New Vendor Acquisition / 4S Employee engagement Maximize Marketing Effectiveness/Brand Awareness 8 8

9 Monitoring Execution Balanced Scorecard Quarterly Scoring Enables: Management by exception Focus attention on red zone Execution of strategy Business: Results as of: Scoring Scale Westcon North America w/o Comstor 8/31/2011 Attained/Ontrack Trailing Concern/Action Required Balanced Score 75% Strategic Objective Description Target Attainment Score Chg Weight Value Comments Customer Quadrant 30% 81% Improve Customer Experience Reduce lost customers % 5% details here regarding attainment, action requirements Improve Customer Experience Improve product availability % 8% Improve Customer Experience Increase active customers % 18% Wallet Share Increase Increase/Maintain market share % 12% Wallet Share Increase Increase vendor engagement % 18% Wallet Share Increase Increase customer engagement % 20% Strategic Objective Description Target Attainment Score Chg Weight Value Comments Financial Quadrant 15% 94% Improve Forecasting Improve forecasting accuracy % 10% Maximize Vendor Rebates Maximize rebate earnings % 25% Meet Field Plan Meet or exceed EBITDA targets % 16% Meet Field Plan Minimize bad debt expense % 5% Minimize Customer Rebates Rationalize customer rebates % 10% Meet Field Plan Meet or exceed DIO target % 10% Meet Field Plan Meet or exceed DSO target % 8% Meet Field Plan Meet or exceed SG&A target % 10% Need to evaluate scoring scale Score adjusted Strategic Objective Description Target Attainment Score Chg Weight Value Comments Innovation and Learning Quadrant 30% 74% Employee Engagement Increase employee engagement 7 4 5% 4% Score increased due to deadline mgmt for reviews, working towards 100% by EOY Employee Engagement Improve survey results % 6% Based on July survey results, reflect an aggregate improvement of 18% (vs. 30% Max. marketing effectiveness / BranImprove marketing viewership 10 10% 10% Max. marketing effectiveness / BranIncrease program participation % 5% New Vendor Acquisition / 4S Generate new vendor revenue % 2% Services Channel Enablement Increase services attach rate % 3% Services Channel Enablement Increase net eligible revenue % 20% Services Channel Enablement Increase professional services revenue % 25% Strategic Objective Description Target Attainment Score Chg Weight Value Comments Internal Quadrant 25% 58% Customer Segmentation Increase GPM for core customers % 20% Customer Segmentation Increase revenue for core customers % 15% Customer Segmentation Increase average vendor count % 15% New Customer Acquisition (Hunter) Increase new customer count % 8% New Customer Acquisition (Hunter) Increase new customer revenue % 10% Score Chg Overall Score 75% 3% 9 9

10 Outcome Engaged Employees Improved discipline Creating partner relevance Strategic investment Effective Prioritization Leverage Industry trends Solid Execution Sustainability Accelerated growth Improved Profitability 10 10

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