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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

"The program has attracted a broad range of partners. But demand has been particularly strong from SMB resellers and larger resellers that reach into the SMB market. Many partners are exploring Cloud opportunities for the first time, but a number have also migrated their in-house hosted services onto our Cloud platform to take advantage of the automation and scale our platform offers."

Ingram Micro business manager Enterprise Software, Lee Welch, and his team put together Ingram Micro's Cloud Advance program.

Welch said much of the future growth of Ingram Micro's Cloud Services will be driven by education and training programs -- like Cloud Advance - that enables resellers to identify opportunities and start reselling Cloud Services quickly.

"We've had phenomenal success with Cloud Advance," Welch says. "It is a structured, online-training program we've developed to help resellers learn about the Cloud opportunity and to help them transform their business to a monthly recurring revenue model. Already we have nearly 300 resellers registered in the program, with many more expressing an interest in participating in future programs and signing on as a partner".

According to Welch, the Cloud Advance program has been key to building up the number of resellers who are actively selling Cloud services.

"At the end of the program, certified Cloud Advance resellers are better educated and enabled than their competitors," he claimed. "Based on our experience to date, we anticipate the vast majority of them will quickly graduate to transacting Cloud Services."

Dainton puts the recent surge in uptake of Ingram Micro's Cloud Services offerings down to a number of factors.

"The first is we've been working on this for a while now. We've worked hard to build a partner smart approach that makes it easier for resellers to migrate their clients to the cloud while retaining ownership of the billing relationship. Secondly, we're working closely alongside these resellers to help them make the transition from selling tin to selling services," Dainton says.

"And, lastly, Cloud is clearly becoming mainstream. The benefits that enterprises have been seeing from Cloud have started to make their way into the SMB space, and demand is soaring as a result. 2013 is the start of a real shift in behaviour by resellers and their customers."


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