Thursday, June 23 2022

Amazon Web Services and Ingram Micro have expanded their multi-year strategic collaboration agreement to bring joint initiatives and investments for public sector organizations worldwide to thousands of channel partners.

As part of the companies’ agreement extension in 2021, Ingram Micro will offer more of the Seattle-based cloud giant’s services aimed at nonprofits; federal, state and local government agencies and healthcare, educational and research institutions. The services will be available in the United States, Canada, Latin America, the Caribbean, Europe and Asia-Pacific, according to a statement released Wednesday.

The companies announced the expansion at Ingram Micro’s Cloud Summit 2022 event held in person in Miami Beach. Unlike major vendor events held during the COVID-19 pandemic, which were online-only or had an online component, Ingram Micro held its in-person-only summit without any online streaming sessions.

[RELATED: Ingram Micro Unveils Digital Transformation Initiative, Hires Amazon, Facebook Talent]

AWS has invested in expanding its relationship with a variety of distributors, including Ingram Micro, Pax8, and TD Synnex.

Ingram Micro, based in Irvine, Calif., will provide development engagement and practice-building frameworks to help customers prepare for go-to-market for AWS public sector customers, according to the release.

CRN has contacted Ingram Micro for comment.

Andy Belval, chief revenue officer at Keystone Technologies — an AWS partner based in Eureka, Mo. — told CRN in an interview that the expanded partnership is a win for his company because Ingram Micro can help Keystone meet the right business leaders. AWS and to take full advantage of AWS healthcare services.

Keystone has been an AWS partner for about three years and an Ingram Micro partner for at least a decade, Belval said.

“Ingram Micro helps us navigate the landscape that is AWS,” he said. “They are absolutely instrumental.”

Ruba Borno, vice president of global channels and alliances at AWS, told CRN in an interview that distributors are important to how AWS goes to market and interacts with its partners.

“They have a broader reach and they’re really good at recruiting and empowering partners, building their capacity and working with them,” Borno said.

Since 2018, partners working with Ingram Micro and AWS have seen an average growth of 75% year over year and up to 176% year over year, she said.

“It’s clearly working very well,” she said. “And then we just think when partnerships thrive like that, it’s better for everyone because it allows customers to transform. There’s definitely demand there. And what Ingram does, that’s is that they connect all of these partners to AWS, enable them, help them get the most out of the AWS partnership, and that translates to better outcomes for customers, so we’re excited about partner growth because it means growth for customers.”

Jeremiah Jenson, Global Distribution Leader at AWS, said distributors can help AWS communicate with existing partners about new offerings and even add new partners.

“Partners – and especially distribution – broaden our reach and broaden our relationships, especially in the context and backdrop of global commerce,” Jenson said. “The speed at which distribution and Ingram, TD Synnex and other partners can reach out to these partners and help them accelerate their journey to the cloud is something we’re excited about.”

He continued, “What customers tell us is that they want partners who understand their business. It’s no longer enough to be someone who is just a jack-of-all-trades or one-to-many. They want someone who deeply understands their business, the results they want, and the specialized AWS services that get them there immediately.

The expanded partnership means Ingram Micro can develop new offerings on AWS and scale its resources in the areas of sales enablement, practice development, technical assistance, professional services, support commercial, financial assistance and other areas.

Ingram Micro is an AWS Advanced Consulting Partner and Distributor with “Well-Architected” Partner status and skills in DevOps and cloud management tools, according to the release.

Ingram Micro Cloud has an AWS “Cloud Center of Excellence” team with over 250 AWS certifications as well as professional, managed, operations, and billing services.

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