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Ingram Micro’s Cloud Banks on Partner Success

By Charlene O'Hanlon
November 08, 2010 - News

Ingram Micro has created a partner enablement platform focusing on helping its solution provider customers embrace the cloud.

The value-added distributor has launched Ingram Micro Cloud, a comprehensive resource for channel partners interested in adopting a new or enhancing an existing cloud strategy. The site features myriad business, sales, marketing and technical resources for resellers, including educational white papers, case studies and training modules for channel partners to reference and download. The site also includes a business development training curriculum, Cloud Essentials, for effectively marketing, selling and supporting cloud services.

Jason Beal, director of Services Sales at Ingram Micro North America, said Ingram Micro Cloud is an opportunity for the distributor to offer value in an IT environment that is undergoing seismic shifts.

“At Ingram Micro when we look at cloud computing we believe it is absolutely an opportunity for the channel more than a threat," he said. “They play a big role and there is big business around cloud computing. We don’t think everything is going to go direct through the customers, with the customers wanting to manage everything by themselves. Rather, we see the channel playing a role in consulting, designing, assessments and management in both cloud and on-premise environments."

To manage that role effectively, solution providers must be armed with a wealth of knowledge about the technology and the players in the cloud computing space, he said.

“We need to make sure we can provide a tremendous amount of education, training and enablement so the channel can take advantage of opportunity as end user adoption starts to grow," Beal added. “We ask our channel customers a lot of questions in our daily interactions, and we have discovered that 80 percent are interested in and needs to know more about cloud computing. Our primary objective is to give them a central platform to help drive reseller enablement and adoption of cloud computing – to learn about the cloud."

Also part of Ingram Micro Cloud is the Cloud Marketplace, a single-source repository

featuring detailed information on cloud computing solutions and services from Ingram Micro hardware and software vendors, Ingram Micro Seismic vendors, new cloud computing vendors on Ingram Micro’s line card, as well as Ingram Micro cloud computing affiliate vendors and strategic alliances, according to the company.

Also available is the Cloud Services Network, which enables our channel partners to collaborate with one another in a non-competitive environment to offer the cloud

services and support they need both regionally and throughout North America, Beal said. Essentially, the Cloud Services Network is grouping of service providers that have expertise in private and public cloud consulting; cloud computing assessments; design and deployment of cloud solutions; and integration, configuration, implementation and customization services.

Ingram Micro Cloud is another arrow in the distributor’s quiver of services designed to help its channel customers grow and its vendor partners expand their business, Beal said.

“We’ve always been an aggregator, and in the cloud this will be no different. We’re all about ease of doing business, one-stop shopping, and that value proposition still resonates with cloud computing," he said. “We are well-positioned and vendors want to be a part of our strategy."

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