Ingram Micro’s Paul Bay Takes North American Helm
Ingram Micro (NYSE:IM) has shuffled two of its top executives the company announced, moving 42-year-old Paul Bay (pictured) into the role of acting president of Ingram Micro North America, effective immediately, replacing Keith Bradley. Bradley will step down from his position as senior executive vice president and president of Ingram Micro North America at the end of this year to pursue other interests, the distribution giant said in a statement. Bay, who returned to Ingram Micro in 2010 after a stint heading up a software company will drop the “acting” from his title at the start of 2013. So what does this Ingram Micro top executive think about the challenges ahead for the channel in 2013? We spoke with Bay after his new appointment was announced.
Bay told me that resellers and channel partners won’t feel any bumps along the way as he moves into his new role. That’s because Bay and Bradley mapped out Ingram Micro’s strategy together, and that’s the strategy that Bay will be taking forward.
However, the plan is designed to address the challenges faced by partners and to take advantage of the opportunities ahead in areas such as cloud computing, mobile technology and vertical markets.
“I’m excited about the opportunities in front of us,” Bay told me. “We’ll continue to be focused on market opportunities for resellers and partners. How do they transition in this new market and rely on distribution to augment and supplement their businesses?”
The Divisional Structure Reorg
One of the changes Ingram Micro embarked on since Bay returned to the fold in 2010 was a new divisional structure. Bay says that structure helped the company to be really focused and specialized, putting resources into the channel around these areas and other such as SMBs. It also included the addition of 200 more field reps. “We are putting resources into these specialties,” he said. “Managed print is another area we’ve been focused on.”
The divisional structure re-evaluated the investment Ingram Micro was making on how to go to market and how the company could gain access to high-value solutions. “We embedded customers who had a propensity to lead with certain technologies.” That approach gave Ingram Micro access to more high-value technology such as IBM PureSystems and HP’s integrated stack play, according to Bay.
The Big Trends for 2013
For 2013 Bay says Ingram Micro will continue to help partners adopt and move into the cloud. Some of the challenges ahead will include shifts in how technology is delivered, specifically around software, license, and loud-type product offerings in a service model.
In a statement Keith Bradley (pictured) said: “I have the utmost respect for Ingram Micro’s leadership team and fully support the direction of the company,” said Bradley. “The team in North America is outstanding, and together we have capitalized on many opportunities to improve the business. I have worked with Paul for several years and am confident in his ability to lead the North American team and further build on our successful execution.”
Bay joined Ingram Micro’s U.S. sales organization in 1995 and progressed through roles of increasing responsibility. In 2006, Bay left his position as senior vice president of vendor management at Ingram Micro to become chief executive officer of Punch Software, based in Kansas City, Mo. Bay returned to Ingram Micro in June 2010 to assume the position of executive vice president, with responsibilities for the company’s North American partner-facing activities and Canadian operations.