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

Episode · 1 month ago

What’s New With Modern Cloud Performance


Cloud adoption is rapidly becoming a primary focus of businesses everywhere—with an expectation that at least half of all IT spending will shift from traditional to public cloud.  

But when today’s success in cloud means preparing for tomorrow’s cloud, you want to make sure you partner with the right team to drive continuous growth.  

Shelby Skrhak is joined by Joyce Hofman, director of cloud growth solutions at Ingram Micro, to discuss: 

  • Ingram Micro’s inspiration for global cloud growth solutions
  • Where the cloud business is heading
  • Setting up partners for success        

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. Welcome to a special global edition where we hear from our worldwide partners and experts at Ingram Micro for their insight into where technology is and where it's heading. Let's get into it. Welcome to B two B Tech Talk with Ingram Micro. I'm your host Shelby scare Hawk, and our guest today is Joyce Hoffman, director of Cloud Growth Solutions for Ingram Micro. Joyce, welcome, Thank you for having me. I'm very excited. Yeah. Well, so today we're talking about you know, modern cloud performance, but let's talk a little bit about Ingram micro cloud. So what inspired Ingram micro clouds global cloud growth solutions. Yeah, well, first of all, I think it's our growth mindset. Yeah, and maybe next to that as well, you know, the drives to always want to innovate, that is, you know, really spread through everything that we do on a day to day basis. So yeah, for me, I think in short, that is really the things that have driven us to develop you know, what we call growth solutions today. But of course I can explain a little bit more about that. Yeah, well, well so let's do go ahead and dive into that. So, I mean you're having a growth mindset. We know, you know from other other parts of our lives that you know, being open to to learning, to trying new things, to expanding. That's something that we may be familiar with in other areas, but we don't necessarily expected always in you know, in business. And so I guess I wonder if you could expand a little bit, what is that growth mindset? Or I guess what are growth solutions? Yeah? Yeah, sure, so yeah, what is that growth mindsets? Well, we are actually were always looking for ways to maximize growth, and our focus...

...is there more around the growth of our partners businesses because you know that will input our business too, right, and going you know into more of a new dimension of mutual growth how we call it, because if you think about it, the next thing is to grow our partners businesses, we must actually help them with their customers. Right then the customers and in our day to day conversations with partners and their customers where they bring us to the conversation. Let's say, many times we've learned a lot, right, and there's all learnings you know, that we've gathered directly from the fields. But that combined with I think the research that we're constantly doing in the markets with you know, all the partnerships that we have with the main market analysts out there, I think we've got a great understanding of what the market needs now but also in the few future. And I mean that led us to think about how can we then help our partners for full those market needs. And you know, like saying, the key of what we've learned there is really how vital let's say, a customer centric culture is in organizations. And you know, customers don't want to talk about just vendors and technology. They want to understand what can technology do for my business? And they want more value from the partnerships, you know, just beyond the transaction and really understand what technology means for for their business. And basically that's how we started to organize ourselves around solutions instead of technology. And and that's actually you know, from there, we decided to build growth solutions and really you know, organized ourselves around customers atricity and really link that business to UH to customers and drive strategic growth. So instead of leading with the technology stack and kind of reverse engineering. It's...

...leading with Okay, what's the issue, what's the problem that your customers are asking you for? This is you know ingram Micro talking to the partners or resellers and then creating these these solutions then right, exactly, Yeah, that's that's it all. It's all about the business outcome. What can it do for the business, what can it solve? And that's yeah, that's a shifting in direction, and that's a shifting how we as an organization go to market. But it's also a shift that our partners will will go through. And you know, the interesting thing is, let's say that we've we've surveyed, you know, through let's say a lot of our partners and and the outcome was that they were like, you know, our number one challenge is more on the business side. It's business centric. It's more around how do I sell let's say technology from from leading vendors without actually mentioning even the vendor brand because for customers that they don't really you know, always care about the brand. It's about the outcome and about solving the problem. And yeah, I mean helping partners articulating that I think that's definitely what what makes it so excited about going in this direction. So just as far as the timing of this, how recent or how new of a focus is this, you know, these growth solutions that angle or that strategy or mindset. Yeah, so we actually changed this direction and last month, I mean we were already let's say, doing this, you know more or less, but it's just really let's say, we've now armed an entire global team around this mission. Right, I'm leading a growth solutions team, and we have leaders on different pillars and and areas of growth on what we are seeing, you know, where the business is going to in the market. So yeah, we're definitely taking a step, you know, more seriously towards this um, this new mindset and really embedded as as part of our culture. And I think that's the that's the change actually over over last month that we've really been doing much more, much more intense. Got it? Got it? Well, you mentioned that the pillars, and I want to talk about those those four pillars.

But let's first again look a big picture kind of literally and figuratively to the clouds. So where do you see the cloud business heading? Yeah, so a couple of things there. But I see, for example, a lot of focus around hyper scalers. You know, they're really dominated the industry and refining you know, their partner models, their programs, and even their marketplaces. That's one of the things that we're seeing. But also you know, those are let's say cloud vendors, but also traditional O E M s are really reinventing themselves and committed to as a service models and are really going very close yeah, towards cloud businesses. So that on more on the vendor side. And then I also see more you know, focus and shift on industry clouds. What means that cloud services are really going to fine tunes for specific and unique industries. So that's also another thing. But in general, you know, there is really you know, an extreme rept case of of change in the cloud business and and in the adoption and I mean, you know, growth in clouds really shows shows no signs of stopping actually, and the expectation is that you know, in the next few years, at least half of all I T spending will shift from traditional to UH to public cloud. Yeah, at least half. And and that's that's a lot. That's a lot. So let's talk about them. The key areas of growth. And you mentioned the pillars. Let's tell us about those pillars. I mean, what what are they and why are they focuses? Yea, So we have actually four main key areas to find of growth and that we are also offer deep specialization and expertise in. And that's actually the four let's say pillars that we named our growth solutions. So we have modern cloud platforms, we do have seamless security, we have connected workplaces, and have business performance. Yeah.

So for example, to tell a little bit more what it's what it's actually includes to start with modern cloud platforms, this is where we do see a lot of growth in AD modernization. And I think, you know, like if I remembered correctly, was the report from I think it was Forrester that like sixty four percentage of goes let's say, decision makers, we mentioned that modernization was their topical over over over thecoming year. So that's what we see within you know, the modern cloud platforms skillers having on AD modernization as well as on other focus there is is data and inside solutions. So that's on that pillar. Yeah, it's a second like steamless security. There we actually see a lot of growth in UM endpoint security, identity security, and then UM security operations and not just like security honest products only, but we have kind of like you know what I thought about, make security steamless, and that's the services around it, right, So it's including things as assessments and managed services with NDR XDR technologies for example. So that's really what what made us like building out a steamless security growth solution piller. And then we have Connected Workplace. And here it's not that's just like remote work as it was right like after the after the pandemic, but here it's all about the future of work. And you know, there you see a huge let's say growth and shift in hybrid work and that we want to like empower through the solutions that we offer within connected workplace, which is all about collaboration apps, virtual desktops, and then also help them improve with digital experiences. But that's on that pillar. And then the fourth one business performance. There it's all about you know, equipping teams with CRM technology RP software and then you know...

...local platforms to really help drive workforce automation and and for really you know, help them quicker build and and and integrade applications and we're really taking let's say, more of the tailor made approach there to really personalized what strategies work best for partners and their customers. And it can be tailed to specific industries for example. But that's really the approach that we're taking there with with the four pillars. Yeah, that makes a lot of sense, especially with uh so much focus for good reason on you know, security and making sure that that is very steamless, you know, creating business efficiencies and so you know, being able to to you know, have a team dedicated to business performance. I mean that's all. That all makes a lot of sense. So let's talk about then partner opportunities. So how are you setting up partners for success? Yeah, that's a that's a good question. I think that's the uh yeah, if we if we correct that code, that's that's the golden nugget. Well, I think success in today's cloud really means that we also need to help prepare for tomorrow's cloud. And you know, while we can help partners with you know, the current environments, we also wanna you know, begin planning with them for their next steps and and for let's say, driving more of a continuous growths with them and you know, let's say, whether that's helping them embracing you know, future business models, or whether we help them specialize in certain industry clouds. Like all we do is you know, helping them with the skills and the experiences to really help them focus on the customer and on the outcome based conversations. And that's kind of like the red line between the entire Growth Solutions mission. It's it's as customer centric peace and as an organization, we actually have all the ingredients to do that. We can help them with leveraging the right tools like services, resources and really helping...

...them you know, tailoring messages to the outcomes that customers want and and also like not to forget all of our you know investments in our platform and in our roboots portfolio and where we are very like known for of course, yeah, because you need that to make it happen, right, because leading technology, you know, let's be let's be honest, you need that to realize a solution and realize the promise of the outcomes through technology. So yeah, we UM we got that all cover too. And you know, like we can also like build that through the deep relationships that we have UM with with our hyper scals for example. We yeah, we have all that let's say leading technology to to to help them with the outcomes. But I think one last thing to mention there is because before going into you know, any growth solution, what I think is so valuable and what we're doing is that our specialist team really take the time first to understand you know, the strength and the maturity of each partner's solution portfolio and solution let's say scope today and that process of like analyzing you know, that partner's readiness that is very important because that helps us to align actually the level of support that we need to offer, right whether it sills, where it's marketing, is a technical side, is it's managed services, student training, you know, all those kinds of things. And I think that level of profiling that we start with UM to really help understands on what solution areas we need to provide these types of support, that's really what's what helps setting partners of course success and build their plan. Yeah, and I think UM with that, we we definitely can provide the answer that everyone is looking for. Well, it seems like you know, having that level of partnership, the idea that you know, do you walk into a Walmart and you know, grab you know this brand, that brand, this brand, that brand, and and check out you know,...

...kind of self service, or do you go to you know, a boutique that can say, okay, well, you know, let's take a look at you know, what do you need, what are you interested in? What's your budget and kind of having more of a service approach. Is that a good analogy for what ingram micro is doing is providing these growth solutions by looking at the whole customer and creating and making suggestions accordingly. Definitely, definitely, that's that's actually a perfect example of it. So if a customer then was inclined to think, you know, I don't have time for this you know, boutique experience, you know, I just I just want to get in, get out, you know, buy what I need and move on. Why are growth solutions something partners really can't ignore? Yeah, Well, actually most important because that customers wants it. And and that's actually in short the answer. You know, like any organization that cares about its customers, they can't go with one of these growth solution areas you know, and and as a result, like I mean, they would definitely miss out on a lot of revenue and growth potential if they weren't focused on one or more of these of these growth solutions. So yeah, we do see selling growth solutions really as a vital part of companies who wants to accelerate, you know, driving new a r R which stands for annual recurring revenue and really help them to drive that sustainable growth, you know, because like growth solutions and and you know, the focus and the way that we have articulated those can really help partners to position you know, the appropriate strategy and the messaging for each of the opportunities who are seeing in the market and gave a momentum in in the growth that is projected in the market. And yeah, and and really help them moving forward with the customers because you know, the growth that is...

...rejected in cloud is huge, right, it's closely it's like nine and a billion over the next few years, that's crazy. As a result of that, you see more and more CEOs of our partners organizations, they are appointing chief revenue officers c r os right to help them not only with driving the growth today and the I mean the revenue today, but plan them for the future. And that's where the growth piece comes in. But it might be you know, even difficult for those CROs to keep up with all the industry changes and the constant changing customer demands because customers are more and more demanding, you know, and then they have to also like focus on driving the revenue today. So I mean that can be difficult. So with with our help in those growth solutions, we can help those cr os to really plan for the future too. And you know, as we have already anticipated on on the growth areas, that that sets them up for now and in the future. So yeah, that's why I think it's definitely not something partner Scanic nor and I don't think they will ignore that. Well, as we do start to wrap up our episode, we always ask our guests the same final question, and that's where do you see technology going in the next year? And I always say that I know that is broad, but it's my design because you know, we want to hear what your views are within maybe this space or something that you're just personally keeping an eye on. But where are we going to be in three Well, I think towards growth indos for growth areas that we just have discussed that This is exactly where we've you know, where we've lined the organization for around what's going on now next year, year after and really lining up that through through growth solutions. So I mean the technology underneath those growth solutions you know, will be definitely where we see the market is going. And then you know, even like maybe new technologies will pop up to make to make it easier, you know, to promise those outcomes that you have to make those promises happen that we that we actually promise to partners through those growth solutions, and technologies make for ample modernization easier, right,...

Like technologies make it easier to get more insights from data and to help enhance the youtal experiences for example. So yeah, that's definitely on the technology side. It's a supporting factor to make the outcomes happen, and yeah, make the promises happening that we're making. Yeah, you focus on hyper scalers too, have to say that to Like, we've seen a lot of technologies lending on hyper scalters as well, and a lot of specialized technologies like horizontal vertical they're landing on hyper scales these days. So that's another thing that I'm seeing on the on the technology front. Excellent. Well, if our listeners have any questions about anything we talked about today or want to find out more information, how can they reach out? Yeah, well, I actually would anchorage everyone to visit our New Growth Solutions lending page because from there, you know, farmers can decides if they want to zoom in in just a specific road area or if they want to hear about all of it. But that's the place that's a good starting point where they can download specific content. But also really Reid quest to connect with us and one of our specialists who uh yeah to give them more information. So we'll definitely guide everyone to the latest New Growth Solution lending page. Well, Joyce, I appreciate your time and your insight in the conversation today. Thank you so much for joining me. Thank you so much. Yeah, I really enjoyed it. Excellent, and thank you listeners for tuning in and subscribing to BE two be tech Talk with Ingram Micro. If you liked this episode or have a question, please join the discussion on Twitter with the hashtag B two B tech Talk. Until next time, I'm Shelby Scare Talk. You've been listening to B two B tech Talk with Ingram Micro Special Global addition, to not miss an episode of our show, subscribe today to be to Be tech Talk on your favorite podcast platform and if you're listening in Apple Podcasts, it would help us a lot if you left a quick rating of the show. Just tap the number of stars you think the show deserves. The.

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