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EXCLUSIVE: Ingram Micro 2013 - the Matt Sanderson interview

Mike Gee | Feb. 19, 2013
In his first interview since returning to Australia, Ingram's new vice-president Australia and managing director speaks about the forthcoming year and his vision for the company

Perhaps most importantly it lets us focus better. Our offshore team can focus on managing back-office and operational functions, freeing up our local team to focus on getting out and working with their partners.

What is your message to resellers from Ingram?

That we see our relationship with them as a true partnership. We are here to engage with them, to help them grow their businesses and to work with them to adapt to a changing marketplace.

How do you see the channel in Australia and how do you think it needs to develop over the next 12 months?

We're seeing a lot of macro trends all impacting at once -- mobility, "consumerisation", businesses increasingly automating processes and transactions, and the rapid adoption of Cloud services. All those changes bring both opportunities and challenges -- for vendors, distributors and resellers alike. The key to making the most of the opportunities is to stay close to your customers and spend time understanding their businesses and being a true strategic partner.

What do you see as key areas of opportunity for channel players?

I believe a big factor for success is delivering continuous improvement in systems, processes and services in order to enable customers to increase their productivity and efficiency and help them lower the cost of doing business.

That's why we've invested, and continue to invest, in our back-office systems and on continuing to refine them to make them more and more efficient.

It's also about making sure you have the right people in the right places to deliver the advice and support that reseller's need in supporting their customers. That too is an area of focus for me heading forwards.

For resellers, the macro trends mentioned earlier are all opening up new opportunities for them to help their customers leverage technology and improve the efficiency and productivity of their businesses. Again it comes down to Resellers being close to their customers, understanding what technologies are going to have the biggest impact in terms of improving their customers' business efficiency, and being able to deliver that benefit.

What would be the one caution you would give them?

It's not a caution, so much as advice. That is, to understand what you're really good at. Appreciate what you can do better than anyone else. Know how to leverage skills/support from your partners to differentiate your business and stay focused on these things while at all times getting closer to your customers.

What can Ingram give the channel and its partners that nobody else can?

We have state-of-the-art facilities and systems that enable us to handle very large quantities of products quickly, efficiently and accurately.


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