Ingram Micro is launching an ISV recruitment program to provide a pathway for Australian software makers to join the likes of Symantec, Acronis, Microsoft, Trend Micro, Cisco Spark and DocuSign on the distributor's cloud marketplace.
Ingram Micro Australia’s general manager of cloud, Lee Welch, told CRN about the opportunity during its second annual Australian Cloud Summit.
“Our ISV program is a dedicated resource to recruit and launch local ISVs onto our marketplace locally, then regionally, then we can take them global,” he said.
“We can integrate an ISV’s service onto our platform relatively inexpensively – and in a fast timeframe with our APS Connect program – and take their services to market, giving them access Ingram’s 44 cloud marketplaces around the globe.
“When I sit down with ISVs here locally, they may have an established business, perhaps a one-tier model, at the beginning of their maturity curve and I talk about what we can deliver to them globally their eyes light up when they understand the opportunity.”
In a CRN survey of ISVs in June, about 52 percent of respondents said they wanted to grow internationally.
Welch said while the ISV recruitment program had launched today, some early ISV partnerships were already in the works, with the first new software vendors set to come online from early 2018
“We’re already dealing with quite a few ISVs, going through the contract stages and getting them launched, so you’ll start to see, from early next year, these local ISVs come onto our marketplace,” he said.
Ingram Micro’s global cloud senior vice president Renee Bergeron gave a keynote at the Sydney event on 10 October, detailing the opportunity of Ingram’s cloud marketplace.
This platform allows partners to provision software products and services digitally, and can be integrated into a partner’s business.
“That’s our role at Ingram Micro; we provide you with a toolbox with everything you need so you can reinvent customer experiences in the digital economy, and help your customers become disrupters in their own industry,” Bergeron said.
“At the high level, we provide you with the cloud services you need so you can assemble unique and differentiated business solutions for your customer, we provide you a platform, so you can offer a digital experience to your customer and, in the process, scale your business, and we provide you with business transformation and enablement programs that will allow you to seize this huge opportunity.”
Cloud enablement
Bergeron highlighted the company’s enablement services around public cloud, particularly its tools to provision Microsoft Azure.
“We’ve developed Easy Azure to help with predefined, preintegrated solutions built on Azure. They’re prepackaged services with how-to videos and step-by-step blueprints so that you can get going without having to make all the investments,” Bergeron said.
The Easy Azure program offers a number of video courses and materials that cover the introduction of the platform, networking, Active Directory, Powershell and other topics. Blueprints offer step-by-step scenarios for provisioning solutions such as backup, Active Directory, web servers, VMware instances, file servers and SQL services.
Ingram also touted a range of one-click solutions, or resource templates, that could be used to provision virtual machines, databases, web hosting and other services for repeatable workloads.
Ingram Australia’s Welch said: “We [as a distributor] are in the middle of everything, I have meetings with really large vendors, where we kick off a project and within a certain time frame they launch on our marketplace, we then sell into their existing channel and find new partners.
“But while we’re helping vendors transform and giving them a delivery method they can take globally, we’re transforming partners as well because we now have the services that they can provision to end customers. If we weren’t here there would be a void, so we really are helping the channel transform the business models from end to end.”
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