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Ingram Micro sees surge in uptake of Cloud services offerings

Mike Gee | May 15, 2013
Resellers inundate company with requests and jump on board Cloud Services program

Resellers are becoming more interested and involved in Cloud services, according to leading distributor, Ingram Micro, which has seen a surge in the uptake of its Cloud services products.

Ingram Micro business manager for Cloud and Managed Services and Technical Operations, Danny Dainton, said, the company had been inundated with requests from resellers wanting to find out more about its Cloud services offerings.

"We've seen a huge increase in interest and activity recently, which is very gratifying," Dainton said. "Clearly Cloud services has really started to impact in mainstream IT, and this is reflected in the increase in the services business we're seeing. We think 2013 is the year resellers will really start to concentrate on developing and building recurring revenues from services."

Dainton said Ingram Micro's focus, when it setup its Cloud Services program, was to establish a community of resellers that were actively transacting Cloud services. Which meant not only developing the right suite of Cloud services to suit their needs, but working with resellers to identify and close opportunities, helping them to transform their business and build sustainable revenues and a long-term services business.

"We have often seen Cloud partner programs announce they have signed a number of partners, but often those partners fail to take the next step and start transacting, and that's really the proof-point for a successful program. Since the launch of our Cloud Services reseller program not only have we signed more than 100 partners, but almost half of those partners are actively transacting."

One of the keys to success, Dainton sais, is having services that are easy for resellers to understand, manage, deploy and bill, and which are well targeted at the needs of resellers' customers.

"We are well on the way to building a market leading 'app store' for Cloud services. Already we offer Hosted Exchange with Sharepoint, Cloud backup, virtual machine hosting [with Linux and Windows Server options], Web hosting, and domain name registration. We have just launched a cutting edge Payment Gateway service for faster, easier online payments and added Microsoft Lync for Instant Messaging and Presence. And we have an extensive product development roadmap planned for the rest of 2013."

These hosting options are all offered via Ingram Micro's market reseller portal -- which allows resellers to establish a Cloud services storefront that they can brand as their own and integrate into their existing website.

"The portal also automates the process of provisioning services and billing customers, so resellers can quickly scale their Cloud services business without the need to invest in additional resources."

SMB resellers
Dainton says what has been interesting is the speed with which SMB resellers have swung behind Cloud Services.


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