Ingram Micro has promoted Paul Bay to executive vice president and president of Global Technology Solutions, while CEO Alain Monie´will add to his duties a focus on the cloud and commerce and life-cycle services lines of business, the Irvine, Calif.-based distributor said Wednesday.
“For me, this is a great opportunity,” Bay told CRN USA. “I’m excited because I get to work with very seasoned executives in running a region, so from my perspective it’s really about what we can do to drive best practices and continue to focus on the customer experience.”
Meanwhile, Monie´will “focus more of his energy” around boosting the company’s cloud and commerce and life-cycle lines of business as the markets are projected to grow in the near term.
“They’re high-growth market opportunities,” Bay said. “”Commerce and life-cycle services, if you look at the CAGR [compound annual growth rate], it’s between 7 [percent] and 8 percent between now and 2023. Cloud services, for the areas that we participate in, there’s at least 30 percent growth in that same period. The technology business that we historically have operated in, the technology solutions business, is low to mid-single-digits. So those are great market opportunities for us on a global basis to continue to tap into and deliver.”
Bay, who will assume his new role on Jan. 1, said Ingram Micro will to continue to expand into high-value areas such as cybersecurity, cloud and the Internet of Things. The distributor also will look at expanding into new geographies and doubling down on existing ones. And a key investment area will be expanding the width and depth of services for partners.
“A handful of years ago, distribution’s role was pick, pack and ship, credit facilities, and making sure we drove excellence in a lot of those instances. Now ... when I ask [partners] ‘What are they doing to drive value creation or differentiation?’ a lot of times that’s driving specialization. They’re leaning on Ingram Micro more to help augment those services they may be doing.”
This expertise spills over into their vendor relationships as well, according to Bay, where historically the distributor may have focused more on presales support. Now because of the number of certifications its staff holds, they’re increasingly working post-sales at the end-user level.
“There are certain vendors that are saying, ‘Hey, we want you to support this tier of reseller or solution provider that are going to support these type of end users,’ “Bay said. “We’re building out those capabilities because our solution providers may not have the ability or the investment to make in those technical resources.”
Another key area Bay plans to focus on is “operational excellence,” which he calls “IT agility through automation.”
“There’s a lot of effort that’s going on as to how do we simplify the processes, primarily with our vendors, and make that a much more touchless conversation with them digitally and [eliminating] ... the millions of conversations and emails and manual effort that we have,” he said. “How do we reduce that through automation?”
The overall goal of all these efforts, Bay said, is to make Ingram Micro a better partner.
“We’re going to help [partners] lower their cost of business risk,” Bay said. “We’re investing on behalf of our channel partners to take away that business risk of getting into a new technology or business area. Maybe they don’t have an IoT skill set. They can lean on us. ... Lower their business risk. Lower their cost of doing business and help drive value differentiation and long-term sustainability.”
Ingram Micro vendor partners have praised Bay’s work.
Veeam CEO Ratmir Timashev told CRN that Bay has always had an international focus, so Timashev sees him pulling all of the distributor’s regions together and making it easier to work with for international partners.
“Paul has always pushed global ideas,” Timashev said. “He has always had conversations with me, like how Ingram can become a global partner, not just in the Americas. We are gradually building our business with Ingram all over the world. This is a well-deserved promotion. He has had great results and great achievements over the last 20 years.”