Ingram To VARs: Focus On The Total Solution

Brian Wiser, senior VP for Ingram Micro's Specialty Solutions Division, talks with Jameson Publishing and Business Solutions magazine President Jim Roddy in this exclusive Executive-To-Executive interview. In this interview, Wiser discusses how VAR partnerships allowing resellers to expand into new technologies, the importance of understanding your end user customers, and the impact managed services and SaaS (Software as a Service) will have on the channel over the next 18 months.

"If our reseller partners sit still and focus on one area …", Wiser says, "we find that they can be disintermediated or really, in some ways, leave money on the table if they're not willing to look at the total solution and the total business needs of their end user and what they're trying to accomplish. We believe that the more that those resellers understand the total opportunity the more they can take advantage of that and really be that trusted advisor and that true business partner to their end client."