Ingram forms GovEd Alliance
- By Matt Caterinicchia
- Jun 13, 2002
Ingram Micro Inc., a wholesale provider of technology products, announced
this week the birth of an alliance designed to boost sales opportunities
for value-added resellers in the government and education arenas.
The Ingram Micro GovEd Alliance was developed to offer value-added resellers
"information, tools, support and [the] solutions they need to increase sales
in the government and education marketplace," said Bob Stegner, Ingram's
vice president of U.S. marketing and channel development.
Stegner said that in recent years, sales in the public sector have no
longer been driven by price and hardware. In turn, Ingram's Partnership
America program evolved into the GovEd Alliance, he said.
The main focus of the alliance is to ensure that value-added resellers
have access to increased service offerings and resources. "Today, the market
needs are focused on services, infrastructure/networking, and the continuing
buzz of solutions vs. product, to name a few," Stegner said.
Prior to the development of the alliance, the value distributor polled
more than 60 government and education resellers and vendors to determine
the tools they needed to serve the public sector. The results from that
survey are the basis for the new alliance.
"Although there will be a slight cost increase, being part of their
new program is very important to us," said Sean Burke, president of GovPlace
Inc., an alliance participant.
New programs, such as bid notification, and expanded online resources
clearly illustrate a significant improvement over the old program, he added.
The future of the new alliance, according to Stegner, depends on the
changing needs and desires of the customer. "The world has changed economically,
and resellers are changing their business models as well," he said. If an
adjustment is necessary for the success of our resellers, Ingram will continue
to add services and resources, he said.