Ingram Micro's Solution Center is mainly aimed at midrange server, blade, and storage solutions focused on products from such vendors as HP, IBM and EMC, said Scott Look, vice president of infrastructure technology solutions at Ingram Micro.
Ingram Micro is in a real big education push around building solutions based on those products and related technologies like virtualization, Look said.
Ingram Micro is also currently developing new financial programs for solution providers to provide credit by working with the credit arms of its vendor partners, and is training its field sales reps to be able to talk to C-level customer executives about financing opportunities, Look said. "We want a cradle-to-grave program so our resellers don't have to invest so much time in developing their solutions," he said.
A lot of midmarket partners today are unfortunately still selling products, Look said. "We're helping them move more into solutions," he said. "For example, some partners sell storage, but not effectively. We want to help them be more storage-centric. Our goal is to enable partners to go in and focus on that storage component to create a storage practice in addition to their server practice."