How Access Group And Ingram Micro Built A Partnership That Drives Real Growth

“Partners should not think of Ingram Micro as just a place to buy,” said Bryan Chiasson, vice president at Access Group Inc. “[They should] think of Ingram Micro as a partnership to their business.”

That shift in mindset reflects a broader change across the IT channel, where solution providers are under pressure to deliver outcomes, not just products.

That pressure is reshaping how partners work with distributors as customers demand efficiency, security and scalability.

“Partners today… are under real, real pressure to deliver full business outcomes for their customers, not just boxes or licenses,” said Tyler Coughlan, SVP and chief country executive of Ingram Micro Canada. “They want efficiency, they want security, they want scalability and digital transformation that actually moves the needle.”

For Access Group Inc., a Toronto-based solution provider with more than 30 years in business, adapting to shifting customer demands meant rethinking its relationship with distribution. The company serves SMB and enterprise customers across infrastructure, procurement and specialized IT services, working closely with business leaders to solve operational challenges.

“It’s really moved from being a very transactional relationship to being that of a growth partnership,” said Mark Sutor, president of Access Group Inc.

That transformation accelerated through participation Trust X Alliance, Ingram Micro’s award-winning professional community where collaboration and peer insights help partners scale beyond local markets.

Operational improvements have followed. Sutor pointed to a cloud billing challenge that once took “about 3 days” to reconcile. After raising the issue, Ingram Micro redesigned the system and “that same analysis… took us only three minutes,” Sutor said.

For solution providers facing increasing complexity, the message is clear: deeper collaboration with distribution can drive efficiency, unlock new opportunities and support long-term growth.

For more information, visit IngramMicro.com.