B2B Tech Talk with Ingram Micro
B2B Tech Talk with Ingram Micro

Episode · 1 year ago

Presale Technical Solutions for Partners | Cisco Series

ABOUT THIS EPISODE

Adding value to our partners’ operations has always been a priority for Ingram Micro. That’s why we offer a service called Solution Design & Services, a comprehensive support option for solving business challenges. 

In this episode of B2B Tech Talk, guest host Logan Lyles of Sweet Fish Media catches up with Ingram Micro’s senior manager of business operations and transformation, Jay Giron

From the recording booth at Ingram Micro’s ONE event, Logan and Jay discuss:  

  • Why partners would want to request assistance from Solution Design & Services 
  • The value Solution Design & Services offers the end customer 
  • How partners can expand their portfolio with the help of Solution Design & Services  

Follow us on Twitter @IngramTechSol #B2BTechTalk 

Sponsored by Cisco and Ingram Micro Financial Solutions 

Listen to this episode and more like it by subscribing to B2B Tech Talk on Spotify, Apple Podcasts, or Stitcher. You can also listen on our website.

You're listening to be tob tech talkwith Ingram Micro, the place to learn about new technology and technological advances beforethey become mainstream. This special edition one episode is sponsored by Cisco, takingyour business a level up. Let's get into it. Welcome back to betob tech talk with Ingram micro. I'm your guest host today, Logan Lyles, with sweet fish media. We are recording on site in Denver, Colorado, here at the Ingram micro one event, during the last day of the eventhere, and we're going to be talking about pre sales technical solutions.To kick off this conversation, I'm joined by Jay Garon. He is seniormanager for solution design and services with Ingram micro. J How's it going today, man, great, Logan, thanks for having me. Absolutely thank youfor taking time out of the event to sit down at the podcast booth.How's the event been for you so far?...

It's been fantastic. Engagements great theresell our partners are super engaged this year. So overall I'm really happy, really happy, awesome. So let's kick it off for folks. Canyou tell me a little bit about Ingram micros pre sales technical solutions program sure, so we actually recently underwent a name change. So we're now solution designand services, the same tech support that people know and love, and we'redoing the same thing as far as building quotes and supporting our resell our customers. So our job is really to help support our customers with technology builds forsolutions that they don't quite understand, whereas if someone does security products on adaily basis and one of their end customers has a request for networking, they'llreach out to our team and then we'll help them build out a networking solution. Yeah, absolutely. So you touched on it there on one scenario,but can you give us some more examples of why a partner would reach outto you and your teams and sure specific...

...scenarios maybe? Yeah. So.So, all in we're around two hundred and fifty associates between Buffalo, Manillaand Costa Rica. Our team holds roughly twenty four hundred certifications to support ourpartners and we do so roughly twenty five hundred times a day, building thirtymillion dollars in quotes full solutions that go out to them. So I againa daily basis. It's pretty daunting the dollar amounts are can be staggering,but it's you know, the team is trained and certified to really help thembuild specific solutions for what their end user needs, meaning our team gets called. So the way it works is a partner gets to request, they don'tquite understand it. What they'll do is they'll call our team and we'll justwill build them out of quote. But say they come in and they sayhey, I need a good example is actually started in a girl micro andtech support answering phone calls too long ago. But but really, you know,the customer called in and said,...

Hey, I need forty eight sixfoot patch cables and I'm like what are you doing with, you know,forty eight six foot patch cables, and and the sales refts like I reallydon't know, because they said they wanted a lot of patch cables. LikeHey, do you think we can get your end customer on the phone?We bring the end customer on. It turns out they're doing a network upgradeand they didn't need just those cables. Good thing I was actually on Ciscoat the time. So built them out a switch, got them over tobuild out some you see products as well. We change the patch cables from sixfoot to multiple lanks, different colors, and when they left, it wasn'tjust that one product they called in they are looking for. They gotan entire solution that helped them and trench themselves deeper with their end customer.Yeah, it's and that's the value that we really play. Yeah, soit's beyond just the quote building. It's taking a step back and let's thinkstrategically about this opportunity. Let's look at everything we could possibly solve for inthis situation. What is the customer really...

...trying to do here? Right,absolutely, and we get those requests. It's what are you doing with this? All right, and then that's that's what we train all of our techniciansto ask, is, hey, that's great. What are you doing withthat? And when they don't know, we try to get deeper with it. And we also helped them understand one why we're asking these questions, whyit's important to them. You know, and we do have some other exampleswhere we had a great customer that was partnering with us, that we werecould you work with us to really showcase the value that our solution, designand services brings to you. So what they did is they were in growthmode. They split their sales organization in half. Half used our resources andhalf didn't. So they have to. Didn't use our resources, grew aboutthirteen and a half percent, doing the same thing that they'd always done.They have to did grew sixty five percent and sold two to three times ofproducts that they're originally selling. So they got broader, they got deeper andwe help benefited from it. So it's it's great and I love talking aboutthat example because it really demonstrates the power...

...that we can bring to our ourcustomers. Real quick, before we jump straight back into the episode today,we want to tell you about Ingram micro financial solutions and how you can maximizeyour buying power and get to yes with your customers faster. For the lastnine years, Ingram micro has been channel pros reader's choice for best financing options. Put The power of our credit and leasing options to work for you.You can easily contact financial solutions at Ingram microcom. All right, let's getback to the show. I don't know if there's a better example right there. I mean those percentages speak for themselves. Yeah, how long of a timewas that and what was the size of the sales team. So remembersome of that. So is there? Says it was their SMB organization.Okay, so it wasn't focused on million dollar accounts, which is also whatwe use the percentages where it's like hey, if we're talking Thirtyzero, well,Hey, we got you to,...

...you know, sixtyzero. So Iwould say from you know, from a dollar range or probably talking the,you know, low millions. Don't want to give away who it was,but but again, I think it was. It was fairly significant. The salestheir sales force was over thirty people. Yeah, so it wasn't like hey, we had three people on staff and to well, I mean it'sa great sample set and looking at those percentage differences shows the value. Andagain, you know, it's about that efficiency, helping, you know,the number of quotes that you mentioned, yeah, that your team helps togenerate. But also taking a step back. What do you what was that questionyou've trained your team to ask? Yeah, what are you doing withus? What are you doing with this? Yeah, I think that's a asa good question for partners to be thinking about as well as they gointo their own consultations and, yeah, the customer conversations as well. Right, yeah, and we try to impart that on them and it's why arewe asking you this question? It's like we want you to get deeper withyour customer. And the reality if you're not willing to expand your portfolio andget broader and get deeper with your customer,...

...set someone else that's selling that otherproduct. Maybe all right, and we offer this to all of ourcustomers. So if your competition is using us, guess what, we're goingto be asking them, Hey, what are you doing with that right,and our job is to help them build those solutions and then even train themon it. So we'll leverage the rest of our technical resources at Ingram,whether it's technology, be consultant. We get people into our business transformation center. We partner really tightly with our manufacturer partners like Cisco comes in daily.So I'll name Drop Jeff Barnhardt and with our team. He's part. He'spart of our team. He did grow up there, but he also expandedout from from our team. Working FORCESCO directly now. But the level ofengagement and the training that we get from them just indicative of how we canbe more successful with our partners. Yeah, absolutely, but Jay, we loveto ask guests here on bb tech talk one of the the things thatthey see as important where they see tech...

...going in the next year or so. We've talked about, you know, the move to annuity, we've talkedabout Ai, we've talked about speed of connectivity, security. Any of thosethings stand out to you? Is something that you know, partner should reallybe thinking about as technology moves forward over the next year and obviously well beyondthat, but it's kind of short term future or something else that you mightadd to the conversation there. Yeah, yeah, and as I've been I'vebeen in Ingram fourteen years and I've seen a lot, you know, andand I what I really like to watch was cloud go from concept to realityand part of our foundational business. Now and then next we have iot andIOT's in that transition phase of coming into the hey, this is reality,right, right. How do we demonstrate use cases? How do we startbuilding solutions around that and bringing that into our team to talk talk about it? It makes it real. What our team doesn't do well with is fictionalor futuristic. If we can build it...

...and get it working today we struggle. So I think Iot is huge. I also think going into the AI. You know, I think was brought up multiple times this week about howthat's going to play a part in our future, and that is the evolutionof iote. Right this, this is where that's going to go to andas we mainstream Iot now, I think Eric Henbery's doing a great job ofgetting that going for ingroom micro, you know, and not next is justreally looking forward to AI. And ultimately everything is a service, or yousee at the cafe outside everybody talks about it, or even doing technical resourcesas a service, where we have a VIP program where we can insert atechnical resource at our partners now going forward, so instead of just calling and havingone of our technicians, we can assign somebody to an account to helpthem grow specifically and a new area of business that they're trying to develop into. Yeah, that's everything is a service. Yeah, that's a great point,Ja. So on that note, if folks are looking to reach outto you to learn more about the solution...

...design and services team, what's thebest way for them to reach out or connect? What resources which a pointthem to? So set your sales rope. So I'll tell everybody reach out toyour sales rap you know. I'm you'll love them. Reach out tothem. They'll help you get started. I'm always available. What wanting toget on calls meet greed whom ever? Events like this have been fantastic justto talk about the value that we bring. But you can reach out to me, whether it's a email, jdcrowd, Ingram microlcom linkedin. I answer allthose messages and if you ever correspond with me, I put my contactinformation on every email I ever send, so I'm always available and try andhelp. I love that. Jay, thank you for taking time out ofthe event to sit down with me and for being a guest on the showtoday. Thank you, fantastic husome man. Well, that actually wraps it upfor another episode here on site at the Ingram micro one event for bbTech Talk. If you'd like to continue the discussion, you can follow usat Ingram Tex soul on twitter or use...

...the Hashtag be tob tech talk.Thanks, as always, for tuning in to be tob tech talk with Ingrammicro. If you're not yet subscribed, it's if this is your first timelistening, make sure you subscribe and get upcoming episodes in Apple podcast or whereveryou do your podcast listening. You've been listening to be tob tech talk withIngram micro. This special edition one episode is sponsored by Cisco. Be Tobtech talk is a joint production by sweetish media and Ingram micro. Ingram microproduction handled by Laura Burton and Christine Fan. To not miss an episode, subscribetoday in your favorite podcast player.

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