Ingram Micro's New AWS Marketplace Offering: A Game Changer for Partners

Table of Contents

  1. Introduction
  2. The Essence of the DSOR Capability
  3. AWS Starter Kits: A Solution in a Box
  4. Comprehensive Support Beyond Marketplace Listings
  5. Tailoring Solutions: A Strategic Approach
  6. Training and Vertical Opportunities
  7. Conclusion
  8. FAQ Section

Introduction

Imagine being able to amplify your solutions through a powerful platform without the usual stresses of intricate sales cycles and technical deployments. For partners of Ingram Micro, this isn't just a dream but a rapidly unfolding reality. With the recent introduction of a novel AWS Marketplace offering, Ingram Micro is set to transform how partners build, market, and deliver cloud-based solutions. Highlighting the Designated Seller of Record (DSOR) capability, this new initiative marks a significant step forward in simplifying and enhancing the sales process for partners.

In today's digital era, the popularity of cloud marketplaces like AWS continues to soar. Recognizing this trend, Ingram Micro's updated offerings not only aim to assist their partners in crafting bespoke solutions but also open doors for extensive cross-selling and up-selling opportunities. By the end of this blog post, you'll gain a comprehensive understanding of these new tools, the benefits they offer, and how they fit within the larger cloud marketplace ecosystem.

The Essence of the DSOR Capability

What is DSOR?

The Designated Seller of Record (DSOR) capability is a pivotal feature of Ingram Micro’s latest AWS Marketplace offering. It allows partners to maintain a familiar and streamlined sales cycle. More importantly, it provides robust support for tracking renewals and overall solution selling.

How DSOR Simplifies Sales

The primary advantage of DSOR lies in its ability to simplify the procurement process. By designating a specific seller, the sales cycle becomes more intuitive and manageable for partners. This aspect is especially crucial for those who navigate multiple vendors and solutions, seeking to integrate them into a seamless offering.

Supporting Solution Development

DSOR isn’t just about smoother transactions. It also plays a vital role in the actual development of solutions. Partners are no longer left in the dark post-sale; instead, they receive ongoing support to refine and perfect their offerings. This element of continuous collaboration ensures higher-quality solutions and, consequently, more satisfied customers.

AWS Starter Kits: A Solution in a Box

The Concept Behind AWS Starter Kits

Alongside DSOR, Ingram Micro has introduced AWS Starter Kits—essentially a “full vending machine” of infrastructure-as-code solutions. These kits aim to remove the complexities associated with deploying cloud-based solutions.

Benefits of AWS Starter Kits

The AWS Starter Kits are designed to:

  • Simplify Deployment: Pre-configured tools and templates mean less time spent on initial setup.
  • Enhance Customization: Partners can tailor each starter kit to meet their unique needs.
  • Accelerate Time-to-Market: Faster deployment translates to quicker time-to-market for new solutions.

Impact on Partners

Phil Duke, Senior General Manager IaaS at Ingram Micro Cloud Australia and New Zealand, highlighted the widespread interest in AWS Marketplace among various organizations. The convenience of these kits is poised to attract both large vendors and smaller managed service providers (MSPs) and system integrators (SIs) by offering a balanced mix of simplicity and functionality.

Comprehensive Support Beyond Marketplace Listings

Vendor Collaboration and Design

Ingram Micro provides comprehensive support encompassing design and scoping phases, fostering smooth collaborations with vendors. This greatly reduces the friction commonly associated with multi-vendor integrations.

Beyond Transaction Support

Ingram Micro’s support extends beyond standard marketplace facilities. This added benefit includes:

  • Currency Conversion: Eases financial transactions across different regions.
  • Flexible Payment Terms: Offers more adaptable financial solutions than typical AWS Marketplace terms.

Addressing Customer Needs

According to Garry Gray, Senior Director at Red Hat, the goal isn't merely to offer a catalogue of products but to provide cohesive, integrated solutions. Customers increasingly prefer pre-packaged, easily consumable solutions tailored to their specific needs, ensuring they derive the maximum value.

Tailoring Solutions: A Strategic Approach

Customizing Complex Solutions

The ability to bundle multiple vendor solutions into a single, comprehensive package is a game-changer. This method simplifies quoting and procurement processes and aligns them with customers' preferences for cloud-based solutions.

Real-Life Applications

Simon Bray, Cloud and Alliances Manager at Fortinet, acknowledged Ingram Micro’s role in enhancing the delivery of Fortinet Cloud security solutions. Their approach makes these solutions scalable, differentiated, and time-efficient.

Training and Vertical Opportunities

Dedicated AWS Team

To further aid their partners, Ingram Micro has assembled a specialized AWS team focusing on:

  • Exploring Vertical Opportunities: Identifying new sectors where partners can thrive.
  • Comprehensive Training: Ensuring partners are well-equipped with necessary knowledge and skills.
  • Facilitating Migration: Simplifying the migration process to AWS platform, making it less daunting for newcomers.

Long-Term Business Objectives

Through these dedicated efforts, Ingram Micro aims to ensure partners can effectively leverage AWS Marketplace to meet and exceed their business objectives.

Conclusion

Ingram Micro's updated AWS Marketplace offering, featuring the DSOR capability and AWS Starter Kits, marks a significant advancement in the cloud marketplace ecosystem. By providing streamlined sales processes, robust solution development support, and comprehensive partner assistance, Ingram Micro empowers both large vendors and smaller MSPs and SIs. As cloud marketplaces continue to grow in importance, the DSOR and AWS Starter Kits stand out as pivotal tools for partners looking to build and market tailored cloud-based solutions effectively.

FAQ Section

Q: What is the Designated Seller of Record (DSOR) capability? A: DSOR allows partners to maintain a familiar sales cycle while receiving robust support for tracking renewals and overall solution selling.

Q: How do AWS Starter Kits benefit partners? A: AWS Starter Kits simplify deployment with pre-configured tools and templates, enhance customization, and accelerate time-to-market for new solutions.

Q: What additional support does Ingram Micro provide beyond marketplace listings? A: Ingram Micro offers support with design, scoping, vendor collaboration, currency conversion, and flexible payment terms.

Q: How does Ingram Micro's offering align with customer needs? A: The solutions are customized and integrated, focusing on providing cohesive, easily consumable packages tailored to specific customer requirements.

Q: What role does Ingram Micro's dedicated AWS team play? A: The dedicated AWS team assists partners in exploring vertical opportunities, provides comprehensive training, and facilitates migration processes to AWS.

By effectively leveraging these offerings, partners can enhance their solution development and marketability, ensuring sustained business growth in a competitive environment.

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