Global IT distributor puts size aside and seeks manufacturers with in-demand technologies
LAS VEGAS, COMDEX, Nov. 17 /PRNewswire-FirstCall/ -- Ingram Micro Inc. (NYSE: IM) announced today that its category management approach and customized go-to-market distribution services are opening doors for manufacturers of all sizes to team with the leading IT sales, marketing and logistics company. As part of its overall growth strategy, the global distributor says it is putting "technology first" and seeking out IT manufacturers who are not strategically engaged with the company today, and yet offer in-demand technologies that are critical to a broader IT solution.
"Our category management teams are closely managing our solutions portfolio and actively looking for the diamonds in the rough -- those manufacturers that have the technologies our customers and manufacturer partners are looking for, but are relatively unknown in the channel, or who simply are not using Ingram Micro as their go-to-market partner," said Pat Collins, senior group vice president, sales and marketing, Ingram Micro North America. "Our goal is to be the No. 1 go-to-market partner for all manufacturers playing in hot solutions categories such as security, storage, mobility and networking."
Ingram Micro's philosophy of putting technology first and seeking out strategic manufacturers has paid off. Today, the company holds successful relationships with several leading and emerging technology manufacturers including F5 Networks, PGP Corporation and Yosemite Technologies. "Through Ingram Micro, F5 has benefited in three ways: (1) We've developed deeper reseller partnerships and, by extension, increased our customer reach; (2) We've established a key route to market that is critical to channel success; and (3) We've increased revenue as a result of our partners growing their business with F5 products," said Lee Finck, director of channel sales at F5 Networks.
PGP Corporation, a leader in secure messaging and information storage, credits Ingram Micro's internal Targeted Outcall Campaigns, which allow manufacturers to recruit a specific "type" of reseller based on criteria set by the vendor, Technology Missions, a number of focused marketing and sales campaigns focused on solution provider education and enablement in specific technology solutions, and its pre-qualified Solution Provider Communities such as GovEd Alliance and VentureTech Network with driving demand for its products and increasing its ability to engage quickly with knowledgeable partners serving growth markets.
"Ingram Micro is more than a distributor of PGP(R) products, they are a true business partner," said Phillip Dunkelberger, CEO and president of PGP Corporation. "Ingram Micro's team and its solution provider communities continue to bring us results and are key contributors to the success of our channel program."
Another key sales driver for Ingram Micro's new and existing manufacturer partners is its Software Licensing Desk -- a dedicated team that understands the intricacies of the licensing programs and can assist in making recommendations and placing orders. Ingram Micro's Solution Center -- a multifunctional development, testing and training lab for solution providers and manufacturers -- also plays a strong role in driving sales for its manufacturer partners and is a competitive differentiator for the company.
Jonna Stopnik, vice president of worldwide sales for Yosemite Technologies, an award-wining developer of multi-platform backup and recovery software solutions, said, "Ingram Micro is instrumental to our continued growth in the Americas and our new relationships in New Zealand, Thailand and Switzerland are blossoming well." Since naming Ingram Micro its primary distributor in December 2001, Stopnik said, "We've seen tremendous growth in our business year-over-year."
In an interview with CRN reporter Joe Kovar (May 2003), Yosemite Technologies' Vice President of Marketing Robert Checketts said that the company's "December 2002 business with Ingram Micro was nine times that of January" of that same year.
"We're focused on making our customers and vendors more profitable," said Michael Grainger, president and chief operating officer, Ingram Micro Inc. "Ingram Micro is taking the lead in identifying new sales opportunities and marketing complete IT solutions so that everyone wins -- manufacturers, distributors, solution providers and the end user."
For new manufacturers interested in learning more about Ingram Micro's vendor sales and marketing strategies, please contact Sally Stanton at Sally.Stanton@ingrammicro.com or (714) 382-4674. Existing Ingram Micro manufacturers looking to engage further with the company should contact Bernard Luthi at Bernard.Luthi@ingrammicro.com or (714) 382-3366.
About Ingram Micro Inc.
As a vital link in the technology value chain, Ingram Micro creates sales and profitability opportunities for vendors and resellers through unique marketing programs, outsourced logistics services, technical support, financial services, and product aggregation and distribution. The company serves 100 countries and is the only global IT distributor with operations in Asia. Ranked 76 on the Fortune 500, Ingram Micro generated $22.5 billion in revenues for fiscal year 2002. Visit www.ingrammicro.com/corp.
(C) 2003 Ingram Micro Inc. All rights reserved. Ingram Micro and the registered Ingram Micro logo are trademarks used under license by Ingram Micro Inc. The names of actual companies and products mentioned herein may be the trademarks of their respective owners.
SOURCE Ingram Micro Inc.