Ingram Micro Puts Technology First
November 17 2003 - 8:01AM
PR Newswire (US)
Ingram Micro Puts Technology First Global IT distributor puts size
aside and seeks manufacturers with in-demand technologies LAS
VEGAS, COMDEX, Nov. 17 /PRNewswire-FirstCall/ -- Ingram Micro Inc.
announced today that its category management approach and
customized go-to-market distribution services are opening doors for
manufacturers of all sizes to team with the leading IT sales,
marketing and logistics company. As part of its overall growth
strategy, the global distributor says it is putting "technology
first" and seeking out IT manufacturers who are not strategically
engaged with the company today, and yet offer in-demand
technologies that are critical to a broader IT solution. "Our
category management teams are closely managing our solutions
portfolio and actively looking for the diamonds in the rough --
those manufacturers that have the technologies our customers and
manufacturer partners are looking for, but are relatively unknown
in the channel, or who simply are not using Ingram Micro as their
go-to-market partner," said Pat Collins, senior group vice
president, sales and marketing, Ingram Micro North America. "Our
goal is to be the No. 1 go-to-market partner for all manufacturers
playing in hot solutions categories such as security, storage,
mobility and networking." Ingram Micro's philosophy of putting
technology first and seeking out strategic manufacturers has paid
off. Today, the company holds successful relationships with several
leading and emerging technology manufacturers including F5
Networks, PGP Corporation and Yosemite Technologies. "Through
Ingram Micro, F5 has benefited in three ways: (1) We've developed
deeper reseller partnerships and, by extension, increased our
customer reach; (2) We've established a key route to market that is
critical to channel success; and (3) We've increased revenue as a
result of our partners growing their business with F5 products,"
said Lee Finck, director of channel sales at F5 Networks. PGP
Corporation, a leader in secure messaging and information storage,
credits Ingram Micro's internal Targeted Outcall Campaigns, which
allow manufacturers to recruit a specific "type" of reseller based
on criteria set by the vendor, Technology Missions, a number of
focused marketing and sales campaigns focused on solution provider
education and enablement in specific technology solutions, and its
pre-qualified Solution Provider Communities such as GovEd Alliance
and VentureTech Network with driving demand for its products and
increasing its ability to engage quickly with knowledgeable
partners serving growth markets. "Ingram Micro is more than a
distributor of PGP(R) products, they are a true business partner,"
said Phillip Dunkelberger, CEO and president of PGP Corporation.
"Ingram Micro's team and its solution provider communities continue
to bring us results and are key contributors to the success of our
channel program." Another key sales driver for Ingram Micro's new
and existing manufacturer partners is its Software Licensing Desk
-- a dedicated team that understands the intricacies of the
licensing programs and can assist in making recommendations and
placing orders. Ingram Micro's Solution Center -- a multifunctional
development, testing and training lab for solution providers and
manufacturers -- also plays a strong role in driving sales for its
manufacturer partners and is a competitive differentiator for the
company. Jonna Stopnik, vice president of worldwide sales for
Yosemite Technologies, an award-wining developer of multi-platform
backup and recovery software solutions, said, "Ingram Micro is
instrumental to our continued growth in the Americas and our new
relationships in New Zealand, Thailand and Switzerland are
blossoming well." Since naming Ingram Micro its primary distributor
in December 2001, Stopnik said, "We've seen tremendous growth in
our business year-over-year." In an interview with CRN reporter Joe
Kovar (May 2003), Yosemite Technologies' Vice President of
Marketing Robert Checketts said that the company's "December 2002
business with Ingram Micro was nine times that of January" of that
same year. "We're focused on making our customers and vendors more
profitable," said Michael Grainger, president and chief operating
officer, Ingram Micro Inc. "Ingram Micro is taking the lead in
identifying new sales opportunities and marketing complete IT
solutions so that everyone wins -- manufacturers, distributors,
solution providers and the end user." For new manufacturers
interested in learning more about Ingram Micro's vendor sales and
marketing strategies, please contact Sally Stanton at or (714)
382-4674. Existing Ingram Micro manufacturers looking to engage
further with the company should contact Bernard Luthi at or (714)
382-3366. About Ingram Micro Inc. As a vital link in the technology
value chain, Ingram Micro creates sales and profitability
opportunities for vendors and resellers through unique marketing
programs, outsourced logistics services, technical support,
financial services, and product aggregation and distribution. The
company serves 100 countries and is the only global IT distributor
with operations in Asia. Ranked 76 on the Fortune 500, Ingram Micro
generated $22.5 billion in revenues for fiscal year 2002. Visit
http://www.ingrammicro.com/corp. (C) 2003 Ingram Micro Inc. All
rights reserved. Ingram Micro and the registered Ingram Micro logo
are trademarks used under license by Ingram Micro Inc. The names of
actual companies and products mentioned herein may be the
trademarks of their respective owners. DATASOURCE: Ingram Micro
Inc. CONTACT: Media Relations, David Sims, ext. 220, , or Lisa
Falcetti, ext. 234, , of Benjamin | A Weber Shandwick Company,
+1-949-260-1300, for Ingram Micro Inc.; or Marie Meoli of Ingram
Micro Inc., +1-714-382-2190, Web site: http://www.ingrammicro.com/
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