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

Episode · 4 months ago

How financing supports the public sector w/ Tony Celeste & Michelle Hoppock of Ingram Micro

ABOUT THIS EPISODE

The public service sector is mission-focused—from improving citizen services to helping educators teach in new ways, people are the purpose. 

In the public sector, increased technology independence provides more opportunities than challenges when it comes to helping others.  

Melanie Delvalle speaks with Tony Celeste , Executive Director of Sales, Public Sector at Ingram Micro, and Michelle Hoppock , Financial Solutions Executive at Ingram Micro, about: 

- What differentiates Ingram Micro in the market 

- How the challenges of today impact the public sector

- How financing fits into key initiatives within the public sector 

To join the discussion, follow us on Twitter @IngramTechSol #B2BTechTalk 

Listen to this episode and more like it by subscribing to B2B Tech Talk on Spotify, Apple Podcasts , or Stitcher . Or, tune in on our website.

You're listening to B two B tech talk with Ingram Micro, the place to learn about new technology and technological advances before they become mainstream. This podcast is sponsored by Ingram micro financial solutions. Increase your buying power and get your customers to yes with Ingram micro financial solutions. Let's get into it. Thank you for joining us here today at our B Two B tech talk series. My name is Melanie Delve L and I'm the director of customer finance. We're here today joined by Tony Celestie, executive director and GM of our public sector business, and Michelle happic, financial solutions executives supporting our public sector business. We're here today to learn more about the public sector initiatives and how financing can play a critical role into helping our partners deliver our solutions. Before we kick it off, can we take a few in sad tony and Michelle, tell us...

...a little about yourselves and your role in Ingram sure. Thank you, Melanie. As the Executive Director and General Manager, I'm responsible for leading all aspects of Ingram Micro's public sector business, from strategy to profitable execution and growth. I have the privilege of overseeing the operation of two of our wholly owned subsidiaries, which are both focused on the public sector market. They include Ingram micro public sector and pro mark technology. These days, I prefer to describe my public sector experience in decades, as it's a smaller number and it makes me feel a little younger. In My career I've held senior leadership positions at multiple industry leading technology manufacturers, a value added reseller and even as systems integrator, and while the diversity of experience brings value, the most value will attribute is...

...these companies all have one thing in common, and it's our focus on securely delivering mission enabling I t solutions to the federal, state and local government and education markets. Well, Tony, thank you for joining Ingram. We're lucky to have you with all of your experience. Michelle, tell us a little bit about yourself. A sure thing, mout so, I'm a financial solutions executive with over twenty years experience helping our customers grow by leveraging a variety of different financial programs. I really enjoy getting to know our partners and, you know, understanding their business and really becoming part of their growth journey. That's what really drives me to be here and Lucky for me, I have the opportunity to support our public sector posiness unit and I'm very excited to be working with Tony. Thank you and thank you for that insight. Appreciate both of you joining us here today. I know you have a wealth of knowledge in this area. What I'm really excited to hear about is how is Ingram differentiating...

...themselves in the public sector business? Tony, will start with you. At Ingram micro public sector, there are really two things that will differentiate us in the public sector market. First, it's our people with their deep subject matter expertise, and secondly, it's our mission focus. It's all about the customer experience and getting our vendor partners and reseller customers quickly to the right resources, the ones that have an intimate understanding of all of the unique aspects in the federal, state and local government and education markets. This can include acquisition regulations, certification requirements, contracting vehicles, agencies, specific technology and solution standards. Our associates deal in these requirements every day and navigating the federal acquisition regular nations,...

...the Fars and d farce and competition alone can be challenging. Without this experience, Antony. That's a great wealth of resources at the organization and I think that's really going to help our partners. So, when you look at the today, there's a number of different factors that are facing our partners. These range from work from home to supply chain constraints. I'd love to hear more from you on how these challenges of today are impacting our public sector business. Thanks Mel the public sector market is mission oriented, whether it be improving citizens services, protecting first responders and service men and women, improving healthcautcomes for citizens and veterans or helping educators teach in new ways. It's all about applying the benefits of technological innovation to digitally transform their missions. The markets increased dependency...

...on technology and how it's consumed isn't creating challenges, but rather opportunities to improve mission enablement and deliver on mission outcomes from a technology perspective. Always, a top priority these days is cybersecurity. It's at the top of everyone's mind for obvious reasons, as technology adoption continues to accelerate, the attack surface area continues to grow. But there are many other technologies that are top of mind too. VIRTUALIZATION, mobility, data center, big data, AI, analytics and cloud. These diverse sets of technologies are creating a big need for solution aggregation to support hybrid environments that can be consumed in different ways, from capital purchases to as a service, subscription and utility consumption models, and at Ingram we...

...can help partners deliver on all of these solutions, and I think that ties in really well to having the right people in the right resources, as you had mentioned earlier. So, Tony, what are some of the key initiatives taking place at Ingram to help support our public sector partners? We have four key initiatives and they're all based on value creation to provide significant benefits to our partners and customers, but ultimately to the end users in the market. First is our partner enablement. Through greater subject matter expertise, our reseller partners will be able to access ingram associates that deal in the unique requirements of these markets all day long and they have a mission focus. They will be experts in the public sector, including acquisition regulations, supply chain and technology requirements. Secondly, there's improved end user market intelligence, enabling our reseller and vendor partners to...

...engage earlier in the sales cycle, not just responding to opportunities but creating them, thus shortening sales cycles, lessening competition, increasing deal registrations and winning more often and more profitably. Third is greater access to solutions. It will enable our partners to access more solutions through increased vendor authorizations and repeatable, tailored compliance solutions. It will include special financing solutions as a service, cloud security, data center networking, mobility and more. And last but not least, is our enhanced market agility, with improved market alignment in a go to market that scales, with the ability to respond more quickly to request while providing enhanced supply chain security, technology and acquisition compliance. So, Michelle, when Tony describes...

...some of the key initiatives, you know one of the things he mentioned there was financing. So maybe you can talk to us a little bit about how does financing fit into the initiatives that Ingram's looking to drive with the public sector business? Sure now. So, yeah, so we understand how critical the role of financing is to our partners to help grow their business and solve for the unique nature of doing business with government agencies, and we have the expertise, as well as strategic partnerships in place to deliver agile and flexible public sector financing solutions. You know whether the ask is for additional credit capacity to facilitate those larger government contracts or option your financing to help the government overcome budget challenges. We have programs like our federal scro program and flexible financing, including as a service offerings, to help our partners deliver these mission critical outcomes. So I'd say we fit in well. Thanks, Tony. Anything you want to add around that? Sure Mal thank you. The government has been consuming technology...

...solutions in different ways for a long time. Cloud back in the day was time sharing as a service, was seat management or capacity on demand. They've always used both op x and Capex to achieve mission objectives and they'll continue to do both for the foreseeable future, where it makes the most sense, being able to address the annual budget and the funding limitations with financing options as a service subscription solutions are real game changers for partners looking to capitalize on the desire for utility and consumption models. The pendulum swings back and forth and organizations need to partner with companies like Ingram that can provide a full set of financial solutions to meet these changes, including partner credit terms flooring needs. Lastly, they...

...need to understand the acquisition regulations, the Fars in the D force and the unique requirements that govern these transactions and how to navigate them and position the financial solution offerings early in the sales cycles. I appreciate that. I really like one of the things you set around partnering right. Our partners don't have to do it alone. They have a great resource within Ingram micro to be able to help drive their initiatives. So, Michelle, if you're talking to one of our partners today WHO's focusing on the public sector, what are three things that you'd like them to take away? Yeah, like Tony just mentioned, you know bring us in early to be that strategic part of their sales campaign with budgetary problems and supply chain issues. I feel that is so important for our partners to bring us in on their opportunities in the very beginning so that we can help them strategize and provide effective of financing solutions to help the government...

...overcome obstacles that they may be facing. And second, you know, incorporate creative financing to meet the budget needs of the agency, such as offering option your financing plans. This enables the government agencies to get the technology and equipment they need now versus what they're designated budget allows them to. They can take the remainder of an obligation and spread it across multiple fiscal years. This will help them alleviate any budget blocks and free of capital for other projects. And last would be leverage financing solutions to help drive and deliver our mission outcomes. I really feel like this will give our partners a competitive edge over others not offering these solutions to the government. So thank you both. I think that was a lot of great insights. It's really exciting to hear how the people are going to make a difference, the key initiatives that the business is driving and how financing can play a critical roll into that. One of the key areas that we like to ask our guests is where do you see technology going...

...over the next year, but I would love it if we could focus on where technology is going in the public sector space. Michelle, let's start with you. True things. So to me it seems that the public sector is more open to adopting new consumption models and I can see a need where creative financing will be necessary to help mitigate challenges related to variable budgeting. Thank you, Tony. From a technology perspective, we are going to continue to see increased demand and spend to digitally transform, to improve services, to drive mission outcomes and to better compete in a global economy. The government is going to get back to leading by example with its adoption and use of technological solutions, while continuing to push for more innovation. We're going to see increased focus on supply chain risk management and having multiple secure sources for the things that they consume,...

...and more things sourced and built here on US soil. Thank you both. I think that's a lot of great insight. Michelle, where can customers go if they want to learn more about what was discussed here today? Yeah, they can email us at financial solutions at Ingram micro dot com to have those more in depth conversations or visit our imagine excite for additional information on all of our program offerings. Excellent, Tony, Michelle, thank you so much for being guests here today. Thank you. Thank you. You've been listening to B two B tech talk with Ingram micro this episode was sponsored by Ingram Micro's financial solutions B two. B Tech Talk is a joint production with sweet fish media and Ingram micro. Ingram micro production handled by Laura Burton. To not miss an episode, subscribe today to your favorite podcast platform.

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