Change the Game

Paul Bay, EVP, Ingram Micro North America

One of the hardest aspects about running a successful business is making and managing change. When I talk with solution providers and MSPs about their game plan for success, I always emphasize that done for the right reasons change can be just the growth catalyst they’re looking for.

Over the past 18 months, Ingram Micro North America has undergone a lot of change to evolve our business model to better service the needs of our channel partners. We’ve introduced several divisions, specialized solution sets and tightly honed business units and now offer different sales model and programs such as the Ingram Micro Cloud Marketplace and the Business Intelligence Center that keep us at the top of our game. While it certainly wasn’t easy and we aren’t done, we calculated the risk, took the leap, and the results of our efforts are already paying off for us and our channel partners.

Before you ring in the New Year, take an honest look at what worked this past year, and what didn’t. What drove your success in 2011? Which partners were most impactful – negatively and positively?  Where did the business stumble and why?  What technologies and markets were profitable?  Where did new business come from?  What did you do to grow incremental sales?  These are just a few questions business owners should ask before the draw up the playbook for 2012.

Taking the time to do a thorough and honest assessment of your business and ask the tough questions before you start planning for 2012, will help ensure your success. In today’s competitive and dynamic marketplace, those who stand still are risking far more than those who take the ball and run with it. Change the game and take the lead.

By Paul Bay, Executive Vice President, Ingram Micro North America

About Ingram Micro Inc.

Ingram Micro is the world's largest wholesale technology distributor and a global leader in IT supply-chain, mobile device lifecycle services and logistics solutions. As a vital link in the technology value chain, Ingram Micro creates sales and profitability opportunities for vendors and resellers through unique marketing programs, outsourced logistics and mobile solutions, technical support, financial services and product aggregation and distribution. The company is the only global broad-based IT distributor, serving approximately 160 countries on six continents with the world's most comprehensive portfolio of IT products and services. Visit
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