Cloud Business Models, Sales, the Focus of Ingram Micro Cloud

By Jessica Davis  |  Print this article Print

While cloud computing's disruptive business model may be making many IT solution providers uneasy, Ingram Micro is looking to help with a new partner enablement platform called Ingram Micro Cloud, with business model training and sales training to make the transition easier.

Looking to help IT solution providers make the transition to the cloud, Ingram Micro has launched a new partner enablement platform called Ingram Micro Cloud, which includes a new partner website as well as the Ingram Micro Cloud Services Network and only Cloud Marketplace.

"The Ingram Micro Cloud platform is aimed at helping VARs and resellers with building their business development plan for cloud services and educating and training them with tools and templates so enable them to grow their revenue," said Renee Bergeron, vice president of managed services and cloud computing, Ingram Micro North America.

Bergeron told Channel Insider that Ingram Micro is also creating a marketplace with key vendors and partners where they can promote their cloud services.

"It’s a well-rounded offering focused on helping the VAR to figure out how to monetize cloud services," she added.

Training for business owners will focus on the value proposition including the difference between being a broker and an MSP. Sales representatives will be able to receive training on how to sell cloud services.

"It’s different from selling hardware and software, and you sell it to a different person in the organization," said Bergeron.  Selling cloud is not about speeds and feeds. It’s about business benefits."

So far the most popular cloud service has been around messaging and collaboration, with some analysts saying that the industry has achieved 5 percent to 10 percent penetration. Another strong area for the cloud is around security services. Infrastructure as a services and back up and recovery or disaster recovery is also strong.

The offering is available to channel partners in the United States and Canada.


Jessica Davis covers the channel for eWeek and Channel Insider. Her technology journalism career began well before anyone heard of the World Wide Web and has included stints at Infoworld, Electronic News/EDN, and the Philadelphia Business Journal. Her work has also appeared on CNN and Forbes.com. She has covered hardware, software and networking, as well as the business side of technology. She has won several journalism awards, including a national ASBPE award for best staff-written column, and was named Marketing Computers hardest working tech journalist on their inaugural list of top tech journalists. Jessica can be reached at jessica.davis@ziffdavisenterprise.com