Distribution Watch: Ingram Micro Named Key Global Disty for New Dell EMC Program

Written by Kris Blackmon
February 8, 2017

One day after Dell EMC officially launched its new unified partner program, IT distributor Ingram Micro announced it was named a key 2017 Dell EMC Distribution Partner in the U.S.

It’s a big win for the distributor, which was abruptly cut as an EMC distributor two years ago, mere months after being named EMC’s distributor of the year. Kirk Robinson, senior vice president for Ingram Micro, told The VAR Guy that Ingram’s familiarity with both legacy product lines will give the distributor a distinct advantage.

“We know EMC very well. We were distributor of the year when EMC ended our relationship, so we know how to outperform the competition. We’re very excited to get the full portfolio from Dell EMC, and we’re looking to jump back in.”

Dell EMC has said it will partner more closely with key global distribution partners who invest heavily in its full product line. As an authorized 2017 Dell EMC Distribution Partner, Ingram Micro will sell and support the entire portfolio of Dell EMC’s technologies including its advanced cloud IT infrastructure, converged systems, PCs, servers and storage solutions.

Dell EMC’s newly unveiled go-to-market strategy relies heavily on its key distributors. While legacy partners will maintain their existing procurement model, all net new partners who are onboarded into the new Dell EMC Program will procure exclusively through distribution.

“Our distribution partners are an integral component in this new program,” said Jim DeFoe, senior vice president of Global Distribution at Dell EMC, “and we are pleased to have Ingram Micro as a key global distributor.

Ingram Micro has a strong relationship will Dell, having been named its distributor of the year three of the last four years, including 2016. Robinson says his team is still getting all of the details of the program, but that there’s nothing so far that concerns them.

“Dell EMC is out to win, and they made a wise decision choosing Ingram Micro as one of their key, and really their only global distributor.”