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Ingram Micro invests in more resources, sets out 2011 growth plan

Ingram Micro invests in more resources, sets out 2011 growth plan

Enterprise Technology Group ramps up technical and presales resources creating two groups focused networking and security, and server and storage

Ingram Micro’s Enterprise Technology Group has ramped up its investment in technical resources and presales teams as it sets out its 2011 growth strategy.

Ingram enterprise technology group general manager, David Lenz, said most of the structural changes for the distributor were completed as it sets sights on growth opportunities next year.

In December last year, Ingram made a number of structural changes to its business when it split its commercial sales teams into two areas – Enterprise Technology Group and Volume Business Unit.

“We've been really driving the new restructuring of the business into the market place from the sales, presales, technical resources and business units,” Lenz said.

"We've gone through a very strong change process and we've put a lot of investment into the business. We've got a three-year strategy and we're on track.

"We've moved people around and retained key people in the organisation. We're looking to drive real process around our sales execution and consistency in the market place."

Lenz said it had increased its investment in presales and technical resources. Within its presales team it has created two distinct groups, one is focused on networking and security and the second group focuses on server and storage. About 50 staff make up the presales business, which is headed up by Rebecca Ullman.

On the sales side it created a national sales structure, lead by Thomas Fikentscher. The national team covers Perth, South Australia, ACT, NSW, Victoria and Queensland.

The distributor has also increased its solutions architects footprint from nine to 18 and will add more technical and product management resources to its HP ESSN business unit.

In the meantime, Darren Elsby has been appointed as its managed services business manager. He was previously focused on Ingram’s HP Networking business.

“Darren's role is to scope out where we're headed and what we're doing around our services business that includes managed and cloud services in the market place,” Lenz said.

During the next year, Lenz highlighted growth opportunities within the networking, storage and virtualisation space. It will also set out to expand its SME and online reach.

The distributor recently set up a specific business unit centered on Cisco, EMC and VMware, which will be headed up by Aidan Fitzgerald.

“There’s a real ability for our business to expand in the virtualisation, storage and networking space and that would continue to drive through complementary technologies around security, infrastructure and datacentre management,” Lenz said. “We're going to be driving deeper engagements with our enterprise resellers and expand the SME part of the business.”


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