Ingram Micro launches AWS Marketplace solutions for partners
Ingram Micro has recently introduced a novel AWS Marketplace offering aimed at simplifying the process for partners to build and bring solutions to market through the platform. The updated solution includes the Designated Seller of Record (DSOR) capability, which is expected to streamline the sales cycle and provide extensive support to partners in solution development and selling.
The new initiative comes at a time when interest in cloud marketplaces continues to grow. Ingram Micro aims to assist partners in building tailored solutions that meet their specific needs while presenting new opportunities for cross-selling and up-selling. The DSOR solution facilitates this by enabling partners to navigate a familiar sales cycle while offering robust support in renewal tracking and overall solution selling.
Phil Duke, Senior General Manager IaaS at Ingram Micro Cloud Australia and New Zealand, noted the significant interest in AWS Marketplace among various organisations. "There are hundreds of vendors on the AWS Marketplace, and we've seen transactions in the millions. There is also opportunity for smaller managed service providers (MSPs) and system integrators (SIs) with smaller deals," he said.
In addition to the DSOR solution, Ingram Micro has rolled out AWS Starter Kits, described as a "full vending machine" of infrastructure-as-code solutions designed to simplify deployment. These kits are expected to further assist partners in developing and marketing their cloud-based solutions.
"We aim to simplify the process and make these marketplace deals resemble traditional sales cycles by providing our partners the support they need to secure deals," Duke added. He emphasised the comprehensive support Ingram Micro offers, including assistance with design and scoping, vendor collaboration, and managing AWS Marketplace offers. The company also provides support with currency conversion and payment terms beyond what AWS Marketplace typically offers.
Garry Gray, Senior Director at Red Hat, highlighted the transformative potential of cloud marketplaces. He discussed the importance of consolidating various offerings into cohesive solutions that customers can easily consume. "Customers are looking for a cohesive way to consume marketplace offerings. It's no longer about buying a catalogue of offerings but acquiring solutions specifically built for them by trusted partners, with the backing of Ingram Micro, AWS, and Red Hat," he said.
This integrated approach aims to simplify the procurement process and enhance the marketability of partner solutions. Ingram Micro's offering allows partners to combine multiple vendors' solutions into comprehensive packages tailored for individual customers. This method not only simplifies quoting and procurement but also aligns with customer preferences for cloud-based solutions or other deployment alternatives.
Simon Bray, Cloud and Alliances Manager at Fortinet, acknowledged the rising demand for streamlined procurement mechanisms. "Ingram Micro's development of Fortinet quick start services is further enhancing our partners' ability to deliver Fortinet Cloud security solutions in a differentiated, scalable, and time-efficient manner," he remarked.
To further support its partners, Ingram Micro has assembled a dedicated AWS team. This team is available to assist in exploring vertical opportunities, providing comprehensive training, and facilitating migration processes, thereby ensuring partners can effectively leverage the AWS Marketplace to meet their business objectives.
