Ingram Micro announced late last week that it is joining forces with
VAR Resources to offer a new end-user leasing program that it hopes
will enable the IT channel to close more deals through a wider
selection of financing options.
In addition to providing a range of leasing offerings through the new
program, the distributor will offer channel partners leasing support
through VAR Resources, which will provide dedicated pre- and post-sales
leasing specialists.
The additional help from VAR Resources gives many channel partners
inexperienced in the subtleties of leasing to ask for advice and
recommendations in how to structure deals. It also offers participating
resellers a competitive advantage over those who have no leasing
options within their toolkits, says Gavin Adams, president of Viyu
Networks, a virtualization reseller and early participant in the Ingram
Micro program.
"VAR Resources has shown us how to leverage leasing to the fullest
extent and their sales execution strategies are second to none," Adams
said in a statement. “Leasing through VAR Resources makes it easier for
my customer to buy my equipment and easier for me to get my money
quickly.”
Ingram Micro leadership says it chose to create the program in order to help take IT leasing mainstream.
"Leasing is a lucrative, yet widely untapped financing alternative in
the IT channel," Keith Bradley, Ingram Micro North America president,
said in a statement. "The challenge is many channel partners have a
hard time finding the right leasing partner and don't have the
expertise in house to manage the leasing transaction or sell its value
to the client base.”
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Distribution 
