Ingram Micro SVP: The Channel Isn't Winning Today In Infrastructure-As-A-Service

Easy Azure includes pre-packaged, turnkey solutions built on Azure, Bergeron said, as well as pricing, step-by-step blueprints, how-to-videos, and webinars. These deployment guides are intended for partners who are ready to get into IaaS but don't know where to begin, Bergeron said, as well as solution providers in need of simple cloud services. 

Automated one-click solutions will be coming later this quarter, Bergeron said, where the channel can deploy basic and repeatable solutions with a single click from the Ingram Micro Cloud Marketplace.

Bergeron said one-click Azure enables the channel to: create customizable virtual machines for Windows or Linux; create a hosting environment and host WordPress, Linux, Apache or Windows websites; offer backup and recovery capabilities around Acronis and Azure Backup Vault to help partners protect client data for long-term retention and recovery; and provide database and network solutions.

"It's not just about deployment," Bergeron said. "It's about the entire cloud infrastructure lifecycle, from business development and partner enablement, to proposing and closing the deal, to deploying and managing the solutions for your customers." 

Partner recruitment is another component of the Infrastructure Your Way program. Bergeron said Ingram Micro is offering beginning, intermediate and advance sales and technical training focused on helping partners build a business plan and identify opportunities for growth.

The program also provides solution providers with guidance around navigating vendor partner programs, Bergeron said, speaking to the value and benefit on each vendor solutions.

Demand generation is also a key element of growing a partner's Infrastructure practice, Bergeron said, with cloud assessments and proofs of concept serving as the single best marketing tool available to the channel. Ingram Micro also offers more traditional tools around identifying leads and templates for email, webinars, case studies and white papers, Bergeron said.   

Ingram Micro has additionally developed a comprehensive, nine-step Infrastructure-as-a-Service lifecycle framework, which Bergeron said provides partners with the necessary tools and experience to successfully migrate customer workloads to the cloud.

The first three steps focused on sales and demand generation techniques, Bergeron said, as well as devising a rich enablement program through both proprietary technology and pre-built solutions. From there, solution providers need to address the specific opportunity by getting acquainted with the customer's technology ecosystem, designing a solution, and pricing and proposing it to the customer.

In the end, Bergeron said it comes to execution around the deployment, back-office operations, and ongoing monitoring and management of the technology.

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