The distributor’s Director of Cloud and Advanced Solutions talks about its new ISV FastTrack program and discusses how Ingram Micro plans to dominate the IaaS, UCC and cyber security sectors.
Tell us a bit about your work history and your current role at Ingram Micro.
After being in the IT business for over 20 years, I joined Ingram Micro in May 2017 as the director of advanced solutions where I focused on driving mutually profitable growth with both existing and new partnerships across partners and vendors.
My role grew in September 2018 when I was asked to lead the newly combined cloud and advanced solutions business units.
In this role I have the opportunity to lead the transformation in the channel and enable partners to adopt a cloud-first motion.
What is your team working on at the moment?
Right now, our focus is on building out three key areas for Ingram Micro: IaaS, unified communication and collaboration (UCC), and cyber security.
We have recently invested heavily in IaaS solution architects who can support our partners in the strategising, design and deployment of complex and large scale solutions. For UCC we have made further investments in this area to pull together a market leading portfolio of vendors, leveraging our professional services capabilities to support partners in positioning, selling and managing UCC solutions for clients.
In cyber security we are building a dedicated business unit to drive this key area for us. Ingram Micro has recently been announced as the sole distributor for McAfee in the UK and we also recently announced the huge investments we’re making in centre of excellences. We want to maximise the growing cyber security opportunity for our partners.
Ingram recently released research showing SMEs are moving towards next-gen technology. How is the company helping businesses to digitally transform?
To help our partners digitally transform we need to understand the direction the market and technology is heading. With the surge of AI, IoT, big data and other emerging technologies, we are ensuring that we not only have the people with the right expertise, but also the capability to deploy these solutions through our platforms.
Ingram Micro Professional Services are then there to support partners in their conversations with end-users and to enable them to deliver these solutions from start to finish.
What companies are you looking to work more with in the near future?
Our new partnership with McAfee is obviously a key relationship that we want to build on, but there are many smaller vendors that will become the next big thing. We are currently rolling out our ISV FastTrack Program, which will allow vendors to quickly and easily onboard onto our Cloud Marketplace and launch their solution into the channel.
The ISVs who onboard via our FastTrack program probably aren’t household names yet, but you only have to look at the innovative companies that have catapulted into the market in the last decade or so – companies like Dropbox Business, Slack and SkyKick, who are transforming the way we work. I want Ingram Micro to become early partners with these firms.
Add to this our intention to further expand our partnerships across cloud, cyber security, UCC and areas such as AI, IoT and big data, and it is easy to see that it’s an exciting time for our partners to be working with us.
What will Ingram be focused on for the rest of the year and beyond?
A big focus right now is our UK Cloud Summit, which is our flagship event where we will showcase the very best that cloud and driving solutions around cloud has to offer, and introduce new and exciting solutions to our partner base. We are expecting 300 senior executives from the channel at the event and we have some very exciting names, such as Microsoft, Dropbox Business and Acronis as headline sponsors.
We’ll be making some great announcements at UK Cloud Summit too. After that, we continue to invest in more resources for our partners to leverage across the areas mentioned but also our core vendors such as Cisco, HPE and Microsoft.
Finally, we’ll put more focus on sharing the Ingram Micro Services capabilities with the channel across IM Professional Services, IM Financial Services and IM Marketing Services – all of this intended to support our clients’ acceleration of growth.
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