Global TechBlog

Experienced IT Channel Executive to Head Ingram Micro Services Division and Cloud Computing Initiatives for North America
SANTA ANA, Calif., Sept 02, 2010 /PRNewswire via COMTEX/ –

Ingram Micro Inc. (NYSE: IM) today announced the appointment of 25-year IT services executive Renee Bergeron to vice president of managed services and cloud computing for its North America region.

In this role, Bergeron is responsible for driving the division’s growth strategy, which includes accelerating sales and business development efforts. She is also tasked with expanding and building upon the strengths and competitive differentiators found within the distributor’s Ingram Micro Services Network, Seismic services portfolio and Cloud Conduit Initiative and Advisory Council. Bergeron will report directly to Paul Bay, executive vice president, Ingram Micro North America.

“The Ingram Micro Services Division remains uncontested in the distribution landscape and continues to be one of the most valuable, revenue-building resources available to our channel partners in the U.S. and Canada,” says Bay. “Under Renee Bergeron’s leadership, we will build upon our success and expand our reach as the IT industry’s master aggregator of professional, managed and cloud computing IT services and support offerings.”

Bergeron joins Ingram Micro from Fujitsu America where she led a $300 million IT services solutions business and oversaw the development of innovative solutions within its managed services operations such as data center virtualization and cloud-computing. In her nine years at Fujitsu, Bergeron held a number of management roles including head of U.S. operations before running the manufacturer’s services operation.

“Renee Bergeron’s expertise and experience in services, general management and information technology will be a driving force behind identifying and cultivating new opportunities within the Ingram Micro Services Division and Cloud Conduit Initiative,” says Keith Bradley, senior executive vice president and president, Ingram Micro North America. “IT services remain one of the fastest growing market opportunities for distribution and the IT channel at large and is an area within the distribution industry that Ingram Micro will continue to invest in and lead.”

About Ingram Micro

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 approximately 150 countries and is the only global broad-based IT distributor with operations in Asia. Visit www.ingrammicro.com.

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SOURCE Ingram Micro Inc.

MSPs: How Long Can the Rainmaker Model Shower New Business? | MSPmentor Managed Services News & Blog.

Regardless of the industry, great sales rainmakers are a rare, but valuable breed. These top producers, typically the founders, owners, or head executives at small to mid-sized business, are pros at pitching their company’s value, building rapport with prospects and cementing new relationships, and ultimately closing the sales deal to acquire new customers. For MSPs, the “Rainmaker Sales Model” involves some rewards — and some risks. Here’s an overview.

No doubt, the Rainmaker Sales Model is becoming more popular in the IT channel — particularly in the SMB managed services space. A number of leading coaches and consultants in the IT industry are promoting the advantages of the Rainmaker Model and are teaching MSPs how to employ this sales methodology within their company. A number of my buddies who have a managed services business are having great success adding a few new clients a month using the Rainmaker Model. They can’t stop talking to me about how well this simple, process-driven sales approach is working for them.

Getting Started
For those who are not familiar with the model, a brief overview may be helpful. A company typically employs some “junior” telesales reps at a very low base salary, plus commissions based on the number of appointments set. (This function can be outsourced to a third-party).

The reps are tasked with making a high volume of outbound dials, which produces a good number of conversations with prospects, which then leads to onsite appointments for the Rainmaker who is tasked with closing the sale (through one or a series of meetings) and ultimately securing new contracts. It’s purely a numbers game and is easy for a company to measure and continually improve its production.

Financial Drought?
However, there are both advantages and disadvantages to this model…

•Can a rainmaker be everywhere, all the time?
•Will this model prevent an organization from developing a much larger, more sophisticated sales organization?
•Does it stunt internal talent development and career path?
•Does the model have a positive or negative impact on the business valuation and the appeal to a potential buyer?
•Is there a limit to growth rates and company size when the Rainmaker Model is used exclusively?
I’d invite you to share your thoughts, experiences, and insights on the Rainmaker Sales Model. Where and when is this model best employed?Please share your war stories, your sales success stories, and your opinions and advice.

Jason Beal is Director, Services Sales, Ingram Micro North America. He plays a key role in Ingram Micro Seismic. Monthly guest blog entries such as this one are part of MSPmentor’s annual Platinum sponsorship. Read all of Jason’s guest blog entries here.

via: http://www.mspmentor.net

Is distribution leading both the technology industry and the general economy out of the recession doldrums?

The technology distribution sector is reporting substantial gains despite the sluggish economy. It’s a reflection of the strength of distribution and the value it brings to the channel. Here’s why: Nearly every leading technology analyst firm says IT spending peaked in 2008 just before the financial markets crashed. Even as Wall Street melted down, technology spending continued along at a relatively healthy pace through the end of the year. It wasn’t until 2009 that the entire market unraveled and IT spending plunged nearly 9 percent year over year.

While money is flowing back into technology budgets this year, analysts say IT spending will not return to pre-recession levels until 2012. The exception to this rule is distribution, which is reporting healthy – if not stellar – results. Where the rest of the economy is fretting a double-dip recession, the Global Technology Distribution Council says the level of sales through distribution in the second quarter exceeded 2008 levels.
“Businesses are clearly spending more on a broad range of IT products and solutions,” said GTDC CEO Tim Curran. “Second-quarter U.S. distribution industry sales increased steadily across many product categories that are now exceeding the peak levels achieved prior to when the downturn hit in September 2008. In Europe, June sales finished up 20 percent over the same period last year.”
It’s an amazing report considering that many of the technology vendors are being hammered by currency fluctuations, longer sales cycles and inconsistent demands. Websense CEO Gene Hodges was recently quoted worrying about a double-dip recession and European economic instability as part of the reason behind his company’s dampened performance. Cisco global channel chief Keith Goodwin recently told me that financial analysts are worried more about macroeconomic conditions than discrete technology segments and product potentials.
Distribution, Curran asserts, is the standout. GTDC tracks most of the major IT broadline and value-add distributors ranging from Ingram Micro and Tech Data to D&H Distributing. The total volume tracked by GTDC exceeds $100 billion annually. And Curran is gleeful when he reports that hardware sales through distribution in the second quarter grew 20 percent over the same period in 2009. While everyone is talking about cloud computing, Curran reports double-digit increases in wired networking, desktop computers and storage. His conclusion: The tech industry is rebounding and leading the rest of the economy.

That’s one explanation, but it doesn’t jive with the rest of the indicators. More likely at play are factors endemic to GTDC and, generally speaking, distribution. A significant portion of distribution’s growth is coming from “prosumer” electronics, or consumer-grade electronics deployed in business environments. This includes everything from flat-screen TVs to iPads. Many distributors expanded into consumer electronics to expand their business and mitigate the effects of the recession.

GTDC has added several new distributors to its ranks, including SMB powerhouse D&H Distributing. The organization says it normalizes its tracking data to account for membership growth. However, some skeptics say the expanded membership is likely influencing the numbers. But the most likely explanation for why GTDCs numbers are so good is the increased number of vendors pushing their products through a two-tier channel. In the past two years, GTDC reports seeing 200 to 250 vendors going to the channel and market through distribution. This is the real story.

As the economy spiraled, IT vendors – particularly small ones – raced to cut costs and shore up their revenue streams. Many turned to distribution for help. Distribution long ago shook off its core value proposition of “pick, pack and ship.” It still does that basic warehouse and logistics service, but over the last decade has added channel recruitment, training, field support, marketing and certification services. Many vendors have turned over their entire channel programs to distribution to manage. Earlier this year, WAN optimization specialist Riverbed basically outsourced its channel to Avnet’s Advanced Technology subsidiary. The results have been phenomenal, as the distributor has activated more parters, expanded market reach and increased sales volumes. It’s precisely the result Riverbed was seeking.
Curran proudly notes that distribution is the most cost-effective route to market through the channel. Vendors can defray channel management, support and enablement costs by assigning it to a distributor. Does distribution work for everyone? As they say in the automotive world, mileage may vary. Going through distribution doesn’t relieve a vendor entirely of their channel management and marketing responsibilities. In fact, it often means the vendor must expend more effort in relationship management, account cultivation and channel development. Based on the GTDC numbers, is distribution a leading indicator of a broader economic recovery? Not likely. What these numbers do reflect is the valuable role distribution is playing in containing channel costs and aiding vendors in reaching new partners and markets.

* * *

Lawrence M. Walsh is CEO and president of The 2112 Group, a technology business advisory service that specializes in optimizing indirect channels and partner relationships. He’s also the executive director of the Channel Vanguard Council, a thought leadership group and advisory committee to CompTIA on channel issues. He is the former publisher of Channel Insider and editor of VARBusiness Magazine. You can reach him at lmwalsh@the2112group.com.

via: http://channelnomics.com

13. Gregory M.E. Spierkel, $7.9 million

Total pay: $7.9 million

Company: Ingram Micro

IM stock outperformed S&P 500
(1 yr., through 12/09): 30% vs. 23.5%

Source: Equilar Inc.

via: http://money.cnn.com/

Ingram Beats Wall Street Expectations
It’s always good news for the industry when the world’s largest computer products distributor posts better than expected results.

Ingram this week beat Wall Street expectations for both earnings and sales for the second quarter ended July 3, posting a 24 percent revenue increase and a whopping 167 percent increase in profits.

Ingram reported $8.16 billion in sales, compared to $6.58 billion in the year-ago quarter. The Santa Ana, Calif.-based distributor also reported $67.7 million in profit, or 41 cents per diluted share compared with $25.3 million or 15 cents per share in the year ago quarter. The Wall Street consensus was earnings of 37 cents per share on $7.90 billion in sales.

Ingram CEO Greg Spierkel said that every region performed well for the company including North America where sales were up 30 percent to $3.56 billion

via: www.cm.com

Company awards seven Ingram Micro partners in North America for outstanding achievement

SANTA ANA, Calif. July 21, 2010 – Ingram Micro Inc. (NYSE: IM) today announced its 2009 Data Capture/POS Division Partner of the Year Award winners, recognizing seven IT channel partners throughout North America for their outstanding achievements in the areas of sales, commitment to customer service excellence, and expertise in Data Capture/POS solutions. Justin Scopaz, vice president, general manager of the Ingram Micro Data Capture/POS Division, presented the awards at the sixth annual Partner Invitational at the Sheraton Chicago Hotel & Towers.

The 2009 Data Capture/POS Division Partner of the Year award winners included:

Canadian Partner of the Year – OCR Canada Ltd.
Central Region Partner of the Year – Cardinal Tracking, Inc.
Mid-Atlantic Region Partner of the Year – Barcoding Inc.
Midwest Region Partner of the Year – Emkat, Inc.
Northeast Region Partner of the Year – Something Digital
Southeast Region Partner of the Year – BarCode ID Systems
Western Region Partner of the Year – DecisionPoint Systems, Inc.
According to Scopaz, these partners demonstrated exceptional business-building capabilities in vertical markets such as education, healthcare, hospitality, government and retail where demand for data capture and POS solutions is growing at an impressive rate. “The remarkable achievements exhibited by these seven Ingram Micro partners in a challenging economic climate are impressive and demonstrate the growing sales and service revenue opportunities that exist for our solution providers,” says Scopaz. “We want to thank each of these award winners for their continued partnership and congratulate them on their success.”

For more information about the Ingram Micro Data Capture/POS Division, visit dcpos.ingrammicro.com.

About the Ingram Micro Data Capture/POS Division

The Ingram Micro Data Capture/POS Division is a leading value-added distributor of auto ID/data capture (AIDC), point-of-sale (POS), radio frequency identification (RFID) and wireless solution products and services. In addition to these technologies, the division also offers partners access to the complete suite of Ingram Micro products and services. With offices and distribution centers across North America, Latin America, Europe and Asia, the Ingram Micro Data Capture/POS Division delivers a comprehensive portfolio of products and services to technology integrators around the world. For more information, visit dcpos.ingrammicro.com.

Press Contact:
Marie Rourke
WhiteFox Marketing (for Ingram Micro)
(714) 292-2199
marie@whitefoxpr.com

Via: http://phx.corporate-ir.net

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Jodi Honore, Anne Wilcox and Holly Garcia Awarded for Channel Leadership and Ongoing Contributions to the IT Industry

Download image SANTA ANA, Calif., July 26 /PRNewswire/ — Ingram Micro Inc. (NYSE: IM) today announced that Everything Channel’s CRN Magazine has recognized three of its U.S. executives in this year’s annual Top Women of the Channel listing which honors key customer-facing female business leaders across vendors’ channel organizations, distributors and solution providers.

Ingram Micro’s Jodi Honore, Vice President, Software, Vendor Management, U.S., Anne Wilcox, Vice President Customer and Solutions Marketing, U.S. and Holly Garcia, Senior Director, Vendor Management, U.S. were each selected for their professional contributions and accomplishments over the past year and the far-reaching impact their influence is having on the technology industry.

In addition, Jodi Honore and Anne Wilcox were named as two of the elite CRN Power 100 list, which recognizes those female channel executives who have reached the highest levels of the corporate ladder based on their professional achievements and influence wielded over the technology industry. Recipients of this year’s Women of the Channel and Power 100 lists were chosen by the editors of CRN Magazine and will be featured within the July 26th issue of the channel publication.

This is the second consecutive year that Honore, a 29-year IT channel veteran, has been named as one of the Top Women of the Channel. She is once again recognized for maintaining Ingram Micro’s strong leadership position in the IT software category. In the past year, Honore has maintained, managed and grown the distributor’s exclusive agreements with a number of leading IT vendors including Google, Citrix, CA and Websense. She has also furthered channel partners’ success with both emerging and high profile software vendors, and continues to play an important role as a channel advocate for the move to Software as a Service (SaaS) and cloud computing.

With 12 years of IT channel experience, Wilcox is recognized for her leadership and ability to create and execute key customer and solutions marketing initiatives and vertical campaigns aimed at enabling channel partners to extend their technology knowledge and skill set to sell a wider, yet more targeted portfolio of products, solutions and services. In the last 12 months, Wilcox has increased Ingram Micro’s partner enablement resources with the addition of new training and education programs, as well as enhancements to the distributor’s bi-coastal Solution Centers. Under her leadership, Wilcox’s team has also hosted two highly successful Partner Connections Summits and introduced the company’s new IMHealth Campaign.

Garcia’s 14 years in the IT channel have enabled her to maintain Ingram Micro’s top market share position with Cisco in both product and services categories. She spearheads the Ingram Micro U.S. Cisco Division which is focused on initiatives tied to Cisco’s four architectures: data center, collaboration, borderless networks and small business. Garcia’s leadership and team efforts contributed significantly to Ingram Micro being named Cisco’s worldwide Distribution Partner of the Year and receiving the worldwide Services Innovation Award at Cisco’s Partner Summit 2010.

“Women hold many prominent executive positions at vendor organizations, distributors and solution provider organizations, providing critical insight and influence when it comes to technology and the channel. We want to honor and congratulate these women for their contributions to the industry and their respective organizations,” says Kelley Damore, VP, Editorial Director, Everything Channel.

“Through the impressive leadership of all three of these female executives, Ingram Micro has strengthened its commitment to the IT industry and its value to our vast network of U.S. channel partners,” says Keith Bradley, Senior Executive Vice President and President, Ingram Micro North America. “We’re very proud to see their dedication to excellence honored by Everything Channel.”

A special feature of the Women of the Channel is in the July issue of CRN Magazine and expanded coverage will be featured online at www.crn.com.

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 more than 150 countries and is the only global broad-based IT distributor with operations in Asia. Visit http://www.ingrammicro.com/.

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