Ingram VP and GM Commercial Markets, US, Kirk Robinson explains some of the benefits of the new Ingram SMB web portal — as well as some of the reasons behind its development.
Ingram Micro is “doubling down on the SMB space.” This was the message from Kirk Robinson, Ingram Micro‘s VP and GM Commercial Markets, US, when he sat down with Channel Pro-SMB this summer to discuss opportunities for VARs.
According to Robinson, Ingram Micro has taken an adjusted approach in recent months in the way it supports VARs in the SMB space. “About a year ago,” he recalls, “we started building out a strategy on how we could go out and really put more effort around what Ingram can bring to the SMB resellers.”
With a quick look at Ingram’s growth trends, it’s easy to see why the company decided to retool its SMB reseller relations. According to Robinson, the SMB business is “growing three times the rate of our [Ingram Micro’s] overall business.” He adds, “So, we continue to see SMB lead the way from a growth standpoint. We’re bringing on additional resources to help us bring the right programs to the table that will continue to help those resellers grow.
SMB PORTAL
This re-focus led the launch of a special SMB portal build-out from the Ingram Micro website. The portal, www.ingrammicro.com/sbg (available only to logged-in partners), provides resellers with direct access to partner programs that are appropriate for the SMB space.
“We’re working with vendors so that we can link in to their specific SMB offerings,” Robinson says. “We have HP’s SMB Central portal in there, and we’re working with Cisco, with Microsoft, and a host of other vendors.”
The idea, Robinson explains, is to save Ingram Micro SMB reseller partners from having to navigate OEM websites or hunt down SMB-specific product details.
FINANCIAL SIMPLICITY
In addition to providing a simpler means of finding products for SMB clients, Robinson says the distributor’s improved website also enables broader access to financial information.
“We find that we always have to be communicating to the partners the resources that we have.” This includes financing for large deals.
“I know a couple years ago it was very difficult for resellers to get financing through their banks,” Robinson explains. “So, we’re pushing our financial programs even harder. They [resellers] are always in need of financial programs to help grow their business, balance their books, and just be able to take to the next level.”
The site also features an events calendar aimed at enabling VARs to review “all the events related to the SMB partners through Ingram, third parties, etc.”
WATCH A RELATED INTERVIEW
In April, Robinson discussed another Ingram Micro website build-out — the VTN Business Intelligence Portal. This massive purchase-history database enables VARs to grow their businesses.
†
>> READ ABOUT OTHER INGRAM MICRO PROGRAMS & NEWS
Ôªø
