Ingram Micro Cloud has landed the sales leader of AppDirect and longtime point person for Avnet's cloud division to broaden its platform capabilities and drive new ISV relationships.
The Irvine, Calif.-based distributor said it has hired Richard Dufty as senior vice president of its Global Cloud Platform Group, where he will be responsible for overseeing the Odin, Ensim, APS Connect, Federation and Concerto Cloud Orchestration portfolio. Dufty grew sales at cloud platform startup AppDirect from $1 million to $100 million in four and a half years, and helped it achieve a $1 billion valuation.
Tim FitzGerald, meanwhile, will take over as vice president of North American Cloud Channel Sales, where he will be responsible for growing and developing the distributor's cloud platforms, marketplaces and services through the U.S. and Canada. FitzGerald was the chief strategist and had profit and loss responsibility for the Avnet Cloud Solution division for more than eight years.
Many of FitzGerald's responsibilities were previously held by Jason Bystrak, who will now become executive director of partner enablement. Bystrak, a 22-year Ingram Micro veteran, will be responsible for expanding the distributor's vendor partner ecosystem to include more ISVs, Software-as-a-Service, Infrastructure-as-a-Service and Platform-as-a-Service providers.
"Cloud is the future of at least half of technology," Nimesh Dave, Ingram Micro's executive vice president of global cloud, told CRN exclusively. "We're seeing extremely high adoption."
Platform transactions are fairly large enterprise deals with $500,000 to millions of dollars in software and services, Dave said, and is a far more involved process than selling SaaS. Dufty has both the technical and business skills to manage Ingram Micro's growing collection of platforms, Dave said, and has a good vision into how telecom firms and ISVs will go to market in the future.
"We're seeing the platform economy form," Dave said.
FitzGerald, meanwhile, will work more closely with MSPs and be expected to handle more large IaaS deals with a more involved design, architecture and implementation process, Dave said. FitzGerald comes from an advanced solution background, Dave said, and excels at merging physical and virtual components into a single sales motion.
In his new role, Bystrak will lead a 10- to 15-person team tasked solely with recruiting more ISVs, Dave said. Bystrak has launched some 75 new ISVs and cloud providers into the market over the past six years, and Dave wants him to coach smaller ISVs on how they can be successful in the channel and make their knowledge programmatic.
"Really great technology often gets lost because they [ISVs] can't get it to market," Dave said. "More technology will be available to more of our value-added resellers … in a much faster fashion without them having to discover it themselves."