Under Target: Surveillance--Ingram Micro Launches New Solution Practice

The industry's largest IT distributor recently launched the new business practice to help its VAR customers identify, address, sell and service surveillance technology and solutions. That includes IP cameras, servers and other network gear.

In addition to supplying products, Ingram Micro is working to create solutions aimed at key verticals in need of advanced security solutions, such as education, government, retail, transportation, and other niche markets and industries that rely on surveillance systems, such as casinos.

"The increasing need for security over the last few years and the growth in technology has made security surveillance a lucrative opportunity," says Brian Wiser, vice president and general manager of Ingram Micro's VAR division. "Some of the demands from the Homeland Security Department alone will drive new opportunities."

To get its new surveillance-security practice off the ground, Ingram Micro partnered with Cisco, Hewlett-Packard, Proxim and Sony, which has been touting its line of IP-network cameras in the channel. And for good reason: Market researcher IDC predicts IP-network camera shipments will reach an average growth rate of more than 75 percent during the next four years.

Wiser says the distributor hopes to have 100 solution providers enrolled in the new business unit. The vendors partnering with Ingram Micro on the venture are initially looking to groom a small group of VARs in the United States, then build from there.

In addition to various products, Ingram Micro will offer solution providers resources for training, marketing and financing. The distributor recently held a security-surveillance education seminar, which included product-specific training sessions as well as live solution demonstrations. Ingram Micro has also dedicated field-sales engineers and specialized technical-support services, as well as a lead-generation system for solution providers that take part in Target: Surveillance.

In addition, the distributor is leveraging its Solution Center to drive its new security-surveillance practice. The Ingram Micro Solution Center, a development, testing and training lab for VARs and vendors, now features security and surveillance technologies and products from more than 65 vendors. Ingram Micro, however, will not package the complete surveillance solutions for its VAR customers.

Bob Stegner, vice president of channels and U.S. marketing at Ingram Micro, says VARs will be able to bundle their own solutions as they see fit. "We want solution providers to choose the technology, and we'll facilitate the process, but we won't bundle or select vendors for them," he says.

Ingram Micro officials have made no secret of the company's building out into emerging technologies such as security and wireless in an effort to help customers develop practices in those areas, which are a primary focus of VentureTech Network. The group comprises exclusive small- and midsize-business VAR customers.

When asked if Wiser thinks Ingram Micro's new initiative is a gamble, Wiser says he's confident that Target: Surveillance will resonate with security-focused VARs looking for new solutions.

"We're seeing more verticalization and specialization in the VAR community, especially around areas like security and mobility," Wiser says.