Global IT distributor Ingram Micro is shaking up its marketing relationship with virtualization company VMware, which has authorized Ingram as a VMware Service Provider Program Aggregator (VSPP). As only the second U.S. company to receive this certification (Insight Enterprises beat them to the punch a few years ago), Ingram is now licensed to offer VMware product line licenses on a pay-as-you-go, as well as a one-time sale, basis.
Ingram says it can now offer its sizable channel base in the U.S. and Canada much greater flexibility in selling virtualized solutions for their customers’ critical data center applications and cloud services, since customers can opt to purchase a license or go with a recurring pay-per-usage monthly fee, or a combination of the two. In addition, the move should simplify virtualization sales among customers who are still unsure of their cloud services implementation strategy and face ongoing budget constraints, while providing partners and VARs with a steady, recurring revenue stream, always an important consideration. VARs will also be able to bundle VMware solutions into their existing product lines for greater up-sale opportunities.
Ingram is rolling out two key support programs for partners as they make the jump to more flexible licensing plans, leveraging their strengths in marketing programs, outsourced logistics services and tech support. Ingram is establishing a dedicated licensing desk for service providers, with mission-specific teams for channel marketing and technical support. Moreover, Ingram is looking to drive the entire sales cycle, from customer acquisition to post-sales ongoing support, through access to a Market Development Specialist, a dedicated representative with core expertise in the VMware product line, as well as a Virtualization Technical Support Help Desk.
“From the desktop to next generation datacenters and into the cloud, demand for virtualized solutions is rising, presenting a lucrative and recurring revenue opportunity for our channel partners — especially those with a dedicated services practice,” says Jodi Honore, vice president, vendor management for Ingram Micro U.S. “As a VSPP Aggregator, Ingram Micro is uniquely positioned to help simplify the sale for our channel partners and provide them access to cloud computing solutions and services from VMware in a flexible and cost-effective pay-as-you-go subscription model.”