Story image

Ingram doubles down on solution approach with new team

23 May 2018

Ingram Micro NZ has taken the next step in the transformation of their distribution model with the new ‘integrated solutions’ team, headed up by business manager James Harwood.

The new IM-IS (Ingram Micro Integrated Solutions) business unit is a reimagining of the ‘specialty brands’ unit, which was once focused on providing a few specific brands for a variety of needs.

Now, the focus will be on providing end-to-end solutions, across vendors, for ProAV, physical security and surveillance, and data capture and point-of-sale.

“ProAV is the hero -  It’s a massive piece of retail and we’re really in a time of mass revolution so there’s a lot of traction there,” says Harwood.

“We also cover physical security and surveillance, and data capture and point of sale. It’s about being solution focused, so we can look at end-user needs from warehouse inventory to retail point of sale with a camera that can read receipts as they are produced in order to reduce shrinkage. Across the board, retailers are also turning to proAV screens instead of light boxes. We work with partners and vendors to come up with the right solution for the client.”

In July, the company will be adding a signage-as-a-service solution that will allow partners to gain recurring revenue (“money for jam”, as Harwood puts it) on a three-year contract, and then revisit their client’s needs at the end.

The move has also attracted new vendors who, Harwood says, have approached Ingram, wanting to add their offerings to the IM-IS portfolio.

Bose Pro is coming on board to deliver pro-audio for end-users who want are looking for anything from a simple PA system to zone controlled audio to ceiling speakers for the conference room.

Sony Bravia Pro will offered by the newly revamped team, with its Android-based commercial TV products that are IP controlled, something, Harwood says, that IT professionals are very interested in.

The consultative approach began in 2015 with James alone, but in just three years the division has experienced 170% growth in turnover and the team has grown by an additional twelve people.

The new unit is not insular - with CCTV, for example, there is a need for a way to store all of the video and other data that is generated.

Harwood says that an exciting aspect of the move is that they can work with vendors when there is a need for data storage and add it to the package as part of the total bill.

“We’ve had customers who have bought petabytes of storage through Dell EMC and Lenovo who didn’t have storage before, spending $100,000 on a camera system and then $300,000 on the server.

“We really want to be a one-stop-shop for all the parts needed for a job, delivered in one bill of materials. Ingram is the largest distributor in the AV market and, as a result, can offer so much when it comes to services and linkages.”

BMC adds IBM Cloud, Watson to Helix solution
BMC Helix with IBM Watson delivers cognitive insights across structured and unstructured federated knowledgebases.
Used device market held back by lack of data security regulations
Mobile device users are sceptical about trading in their old device because they are concerned that data on those devices may be accessed or compromised after they hand it over.
NZ Cricket ups data analytics game with Qrious
The Black Caps and White Ferns have implemented a data and analytics solution from Qrious to monitor and improve game strategy and player performance.
Gartner: Smartphone biometrics coming to the workplace
Gartner predicts increased adoption of mobile-centric biometric authentication and SaaS-delivered IAM.
IDC: A/NZ second highest APAC IoT spenders per capita
New IDC forecast expects the Internet of Things spending in Asia/Pacific excluding Japan to reach US$381.8 Billion by 2022.
Gartner names ExtraHop leader in network performance monitoring
ExtraHop provides enterprise cyber analytics that deliver security and performance from the inside out.
Palo Alto releases new, feature-rich firewall
Palo Alto is calling it the ‘fastest-ever next-generation firewall’ with integrated cloud-based DNS Security service to stop attacks.
Six barriers to efficient print and scan environments
Despite the promises of ‘paper-free’, printing remains an important aspect of many organisations, and one of the likeliest areas to lose control.