How 8 Distributors Are Tackling The Cloud

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Ingram Micro

Ingram Micro started down the annuity-based services path almost four years ago with its managed services program, an initiative that has greatly expanded to now include cloud solutions. As many MSPs have evolved to become cloud providers so, too, has Ingram Micro.

Close to 3,000 solution providers are now buying at least one of Ingram Micro's Infrastructure-as-a-Service or Software-as-a-Service-based services and the distributor offers more than 50 services from 25 vendors in its Ingram Micro Cloud Marketplace, according to Greg Spierkel, CEO of the distributor Ingram Micro CEO To Step Down As Veteran Executive Assumes Role.

Most recently, Ingram Micro added Kaseya's IT systems management tools for MSPs and cloud-based solutions from security stalwarts Symantec and Trend Micro.

Right now, we're pretty happy. We're putting [together] a nice portfolio for VARs and we have a good billing engine, Spierkel said.

Ingram Micro views its customer base as divided into cloud service brokers that dont want to deliver the solution but want to resell the services of another provider, and cloud providers that want to deliver the whole solution, said Ren�e Bergeron, vice president of managed services and cloud computing at Ingram Micro. The distributor's business is pretty evenly split between the two in terms of transactions, Bergeron said.

Our portfolio addresses both. If you're a broker and you want to resell the service desk, we offer a partnership with Fujitsu. If you're a provider and want to offer that service, we partner with BMC with Remedyforce, an incident tracking system software provided in the cloud, Bergeron said. On the hosting side, if you want to resell IBM or Rackspace as a provider, you can do that. If you want to leverage someone else, VMware's [Service Provider Program] can help virtualize into a private cloud.

For 2012, Ingram Micro expects to see traction -- and more solutions to offer -- in business applications from CRM to ERP to supply chain management and e-learning, Bergeron said. The company also expects to build a deeper vertical cloud solution portfolio, she added.

Whether it's EMR for health care or property management or legal applications, weve built up a road map of solutions we want to bring to market, Bergeron said.

EDITOR'S NOTE: At press time, CRN learned that CEO Greg Spierkel was no longer with the company. Go to Ingram Micro CEO To Step Down As Veteran Executive Assumes Role

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