Ingram Micro Lays Out 5 Predictions for 2018

Five, 5

… dragging down sales cycle times.

“It’s not as simple as you buy this and plug it in, as it was 10 years ago,” Bay said. Today, businesses are grappling with buying decisions around on premises or off-premises, and how to finance, i.e. traditional credit or as-a-service. Bay told the audience that partners who offer traditional credit and as-a-service sales bundles helps speed up the sales cycle.

He also talked about profit, noting that it is stable — but that a big portion is coming from professional services, with many partners relying on legacy products to drive growth. Industry analysts are predicting that only 30 percent of partners will have a viable business in the next three to five years.

While that’s not a figure that Bay agrees with – suggesting that partners are more resilient to change than that – he did admit that there will be a percentage of partners who won’t have a viable business and advocated for them to turn to Ingram Micro to help figure out how to move forward, get uncomfortable, and embrace new business models.

Partnering with other channel firms is also something he suggested.

Another 2018 trend is the imperative to develop expertise and specialization, because that what’s customers want. Customers are paying for partners who understand their businesses, technologies and outcomes.

Whether a partner’s specialization is security or cloud migration, a vertical industry or a particular technology, Bay said, “Specialization and expertise are winning.”

Partners do themselves a service by examining the services and solutions that they offer customers today and the expertise they’re building with those customers – then leveraging it. At the same time, he suggested that partners make sure that they’re maximizing their resources and profits, and ask themselves if it makes more financial sense to turn to Ingram Micro for some services and expertise.

Finally, Bay talked about the importance of getting back to basics, not really a trend, but he noted how important it is for partners to revisit operational excellence as technology, markets and business models change.

“Maybe you’re doing business in an area where you’re being marginalized. Don’t try to be everything to everyone,” he said.

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One comment

  1. Avatar Rick Carbone January 7, 2018 @ 12:00 pm

    While non of this is rocket science Paul Bay is spot on about partners need to get back to basics, Specialize in what you do and become an expert, don’t try to be all things to all people. Be disruptive and get uncomfortable. If partners are really interested in growing their business( and there are a lot out there that just want to coast) then listen to what Paul has to say and execute!!

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