Ingram Taps Amazon, Rackspace, Salesforce.com For New Cloud Initiative

Ingram Micro Inc. has initiated a new sales and marketing service called Cloud Conduit that links its managed services and solution providers with cloud computing vendors, underscoring the effort through strategic agreements with Amazon Web Services LLC (AWS), Rackspace Hosting Inc. and salesforce.com Inc.

“With the advent of cloud computing comes tremendous opportunity for our channel partners to add high value managed solutions and services from the cloud into their services portfolio and ultimately earn more business,” said Jason Beal, Ingram director, service sales.

Officials said that the Cloud Conduit program connects Ingram’s solution providers and MSPs with ISVs, hosting companies and system integrators supplying cloud computing services.

The initiative is aimed at maximizing cloud-related business opportunities for channel partners through resources, tools and training tailored to the technology. Cloud-specific services include Infrastructure-as-a-Service (IaaS), educational tools, face-to-face engagements, business development resources, sales training and webinars.

Ingram said that while Cloud Conduit benefits VARs and MSPs with vendor connections, education and training, it also gives suppliers a forum in which to aggregate services, simplify engagements and gain a route to market through working with Ingram’s channel partners.

The program, which is administered through the distributor’s Services division, headed by Justin Crotty, Ingram vice president, services, will run in tandem with its existing Seismic managed services, cloud and software-as-a-service offerings.

While Ingram’s Seismic members are a key target audience for the Cloud Conduit program, it is not exclusive to that group of channel partners.

Ingram also said that in conjunction with the Cloud Conduit effort it has formed the Cloud Computing Advisory Council, whose founding members include AWS, CA Technologies Inc., Citrix Systems Inc., McAfee Associates Inc., Microsoft Corp., Rackspace and salesforce.com.

All of the initial Council members have in common a strategy to include the channel in their cloud solutions. The Council’s goal is to accelerate adoption of cloud-based solutions by generating greater awareness of the technology, Crotty said.

Strategic vendor agreements underscore cloud initiative

Ingram punctuated its launch of the Cloud Conduit project through deals with AWS, Rackspace and salesforce.com.

AWS said that it will make available to Ingram’s channel partners its platform of cloud computing services. In return, the deal instantly boosts AWS’ number of solution providers.

“Amazon Web Services is pleased that Ingram Micro will be utilizing AWS’ on-demand, pay as you go, cloud computing services to help a new community of customers and solution providers,” said Terry Wise, AWS director of partner relations.

“Customers and solution providers will be able to innovate and accelerate the delivery of new applications all while cutting costs,” Wise said.

Under Ingram’s agreement with salesforce.com, the distributor will provide channel development, marketing, and channel sales services to the vendor’s AppExchange ISVs and help bring its applications to market.

Ingram said it will add Rackspace’s managed and cloud hosting solutions to its managed services lineup for some 1,600 Seismic partners in North America and its roster of solution providers.