Transform your data center business

<span id="hs_cos_wrapper_name" class="hs_cos_wrapper hs_cos_wrapper_meta_field hs_cos_wrapper_type_text" style="" data-hs-cos-general-type="meta_field" data-hs-cos-type="text" >Transform your data center business</span>

Feb 12

Feb 12

Big Data

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In the second part of our business-model transformation series, we share perspectives and tips from two Ingram Micro experts, Kelly Carter, executive director of Credit and Financial Services, and Greg Richey, director of Professional & Training Services. They discuss how business-model transformation alters today’s business models and how Ingram Micro can help position your business as the data center provider of the future.

Professional & Training Services—Greg Richey, Director

Q: What does business-model transformation mean for data center partners?
A: It means that our partners have to adapt to the needs of their customers and the outcomes they're looking for. Customers are asking for a solution, not the technology. They want to know how their businesses can do what they need them to do, and partners need to know how the pieces of the solution fit together. That’s where we come in, to help data center partners extend and enhance their businesses without having to hire the expertise to do it. We’re their entrée to new services.

Q: When is a partner’s business model ready for transformation?
A: Partners are ready at any time. The competitive data center market provides its own share of opportunities and threats. And partners become more aware of them when revenue streams shift and strain their businesses. Ingram Micro’s communities and councils keep partners up to date on business-transforming knowledge sharing, helping them better understand how they should adapt to the new business environment.

Q: What steps should partners be doing now to transform their businesses?
A: We recommend that partners take the time to listen to their customers and take a more consultative role. Are customers asking for new tools to help them accomplish something? For example, our assessments are a great way for partners to get a look into a customer’s future, identify opportunities through their problems and make recommendations.

Q: What Ingram Micro resources do you recommend data center partners leverage to make this transition?
A: Three words: Think Ingram Micro. Look, partners can’t be all things to all customers. We recommend that they pick what they’re good at and use Ingram Micro’s Professional & Training Services as their virtual bench. If a partner’s in an engagement and [doesn’t] have the answer to a big question or [doesn’t] think the opportunity’s in their sweet spot, they should pause and ask how Ingram Micro can help. Our sales executives can help partners access the right lifecycle services to solve their technology and resource problems with end-to-end offerings that create a competitive advantage.

Credit and Financial Services—Kelly Carter, Executive Director

Q: What does business-model transformation mean for data center partners?
A: It means that our partners need to transition from the hardware sales model to the solution sales model. We like to call it transitioning from fast money (hardware sales) to slow money (annuity or recurring revenue).

Q: When is a partner’s business model ready for transformation?
A: The first indicator is our partners’ customers. Are their customers asking about digital transformation, looking for an OpEx solution instead of a CapEx solution, or interested in monthly payments to pay for their solutions? I encourage data center partners to ask these questions, because they may be losing business to those competitors who do.

Q: What steps should partners be doing now to transform their businesses?
A:  Partners need to look at their businesses. Solution selling versus hardware selling requires different skill sets. Do they have the right personnel in place? Partners should also look at their balance sheets and cash flows to see if they can make the transition on their own or need our help.

Q: What are most partners not doing that they should be doing?
A: Partners recognize that they need to make the transition to the new business model. But, change is hard, so some partners aren’t doing it, yet.

Q: What Ingram Micro resources do you recommend data center partners leverage to make this transition?
A:  Ingram Micro’s Credit and Financial Services can help partners assess and determine the right financing solutions to bridge the gap. For more information, partners should also read my ChannelE2E blog post, Technology as a Service: Easing MSP Cash Flow.

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Ready to learn more? Read some of these helpful blogs:

Topics: Data Center, finance

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