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The Ingram Micro Cloud Services Network offers similar terms as the Ingram Micro Service Network, which has been successful for many years, Bergeron said.
"The terms cover non-poaching and limitations in terms of how the cloud service partner can approach the client without the reseller involved," she said.
"Ingram Micro is really responding to forces in the market and demand for cloud expertise. A lot of VARs don't have in-house expertise and are looking to connect with someone because they see this opportunity but can't capitalize on it," said Tony Safoian, president and CEO of SADA Systems, a North Hollywood, Calif.-based cloud provider and member of the Ingram Micro Cloud Services Network. "We hope to establish some relationships with VARs who don't see cloud fitting into their strategy in terms of capacity development for some time."
"Ingram Micro is leading the pack by looking at the cloud, especially considering their traditional business, and seeing the opportunity and building network of vendors that would help them support their entire evolution of cloud computing," said Eran Gil, vice president of business development at Cloud Sherpas, an Atlanta-based solution provider that specializes in Google Apps solutions and application development.
Cloud Sherpas also is a member of the Ingram Micro Cloud Services Network looking for partners. "Since Ingram Micro touches so many different industries at so many different levels, the opportunity to see an inflow of business is significant," Gil said.
Ingram Micro Cloud also contains a three-pronged educational program for VARs: tracks for business owners, sales staff and technical staff, Bergeron said. "For the business owner, it addresses how to build your business plan. The sales [track] is really focused on how selling services is different than selling hardware or software. It's really aimed at getting some new tools to the salesperson. The last set is aimed at the technical team and explains the fundamental differences in implementing cloud solutions," Bergeron said.
Ingram Micro also has a library of white papers and other reference materials, she said.
"That adds a lot of value as well. Finally, we have a blog and community site we set up for our resellers. They have an area to put forward ideas, get feedback and really interact and build their business around cloud services," she said.