Ingram Micro regains Dell EMC storage tech distribution

Ingram Micro lost EMC's storage business in 2015, but has reclaimed that business under a new distribution agreement with Dell EMC; more news from the week.

Ingram Micro Inc. is resurrecting its relationship with EMC in the U.S. as a result of a new distributor agreement with Dell EMC.

The agreement authorizes Ingram Micro to sell Dell EMC's complete portfolio of products in the U.S., including Dell EMC storage, in which the distributor was previously well-versed. EMC dropped Ingram Micro as a North American distributor in January 2015, not long after EMC cited Ingram Micro as its North American distributor of the year. But with EMC now under Dell, EMC storage is back in the line card mix for Ingram Micro.

"We have a very tight relationship with Dell. ... We have been their distributor of the year three out of the last four years, including last year," said Kirk Robinson, senior vice president of go-to-market at Ingram Micro.

"I think [Dell] understood what Ingram brings to the table. ... With [the Dell-EMC] merger, it gave [EMC] the opportunity to take a look at the landscape and see what was their best access to success," he added.

We have a very tight relationship with Dell.
Kirk Robinsonsenior vice president of go to market, Ingram Micro

Robinson said EMC's return to the fold opens a "huge opportunity" for Ingram Micro and its partners. Ingram Micro will house its EMC business in its advanced solutions organization. He noted the advanced solutions organization still has many of the engineers that had worked with EMC during its former partnership.

Going forward, Ingram Micro will review the playbook it ran when it was EMC's distributor of the year and "crank it up again," he said.

Dell EMC storage products include all-flash arrays, hybrid storage platforms and networked-attached storage appliances. Other Dell EMC enterprise IT offerings include converged infrastructure and cloud infrastructure products.

HPE strikes deal with Mesosphere

Hewlett Packard Enterprise has inked an OEM and reseller agreement with data center player Mesosphere. Under the agreement, HPE will offer infrastructure products that use Mesosphere's enterprise operating system, Mesosphere DC/OS.

According to HPE, the deal advances the vendor's position in the container space and will help its enterprise customers take advantage of hybrid IT. The agreement demonstrates that HPE "is supporting traditional IT, but also forward-looking and supporting a new style of IT -- this journey we're helping customers make to hybrid IT," said Bob Moore, group manager of partner software for HPE servers.

HPE sees a role for partners to support organizations rollout of "more nascent technologies like Mesosphere," which Moore said customers might not yet fully understand.

He also said the HPE-Mesosphere alliance has long-term potential. "This is probably a good first step. As technology develops and expands, we will always consider enhancing our relationship with Mesosphere."

Other news

  • Internet-of-things security vendor ForeScout Technologies Inc. unveiled an update to its channel program. The new ForeScout Forward Partner Program features three membership levels -- Silver, Gold and Platinum -- and aims to enable partners to deliver professional services. Program benefits and resources include resale margins, incentive rewards through opportunity registration, marketing funds, and sales and technical training and certification.
  • Proficio, a managed security service provider (MSSP), bolstered the Synergy Partner Program with increased recurring margins and new sales, technical and marketing support. Proficio also named Lee Sher, who previously served in partner sales roles at Check Point, Fortinet, Imperva, and Solutionary and NTT, as the MSSP's senior director of channel sales. Sher will oversee the company's channel program development.
  • Data management vendor Informatica launched an enhanced global partner program as part of its rebooted channel strategy. The program now features a two-tier partner structure, new incentives and marketing support.
  • Cloud distributor PAX8 unveiled Marketing on Demand, a new component of its Cloud Wingman partner program. Designed for small and medium-size service providers, Marketing on Demand assists companies in creating marketing assets and campaigns.
  • VIPRE unveiled a tiered partner program for resellers of its endpoint security and ransomware protection offerings. According to the company, the VIPRE Partner Program offers higher margins, with discount rates beginning at 25% for all partners. The rates can reach up to 50% for qualified deals registered through the channel program. The program also includes a dedicated channel team and an array of what the company describes as enhanced partner tools, including market development funds, quarterly rebates, marketing collateral, sales training and lead generation. Partners can also avail themselves of VIPRE support engineers who the company said can guide partners and their customers with respect to product installation, upgrades and add-ons.
  • Unified Office Inc., a managed service provider, launched a product for quick-service restaurants and other small and medium-sized businesses. The company's Total Connect Now Operations Performance Suite is a business communications and predictive analytics platform that incorporates United Office's internet-of-things-based operational performance suite. United Office specializes in hybrid cloud-based virtual communications services and business analytics.
  • Cohesity, a hyper-converged secondary storage vendor, appointed Mark Parrinello as its vice president of worldwide sales. Parrinello will work with customers and resellers, and he will oversee Cohesity's global sales team, according to the company. Parrinello's previous positions include vice president of sales for Americas at Nimble Storage.
  • Application security company Veracode hired former Kaspersky Lab channel chief Leslie Bois as its new vice president of global channels. In her new role, Bois will be responsible for building out Veracode's partner community. The company said it is looking to expand its channel strategy.

Next Steps

Read about Ingram Micro's cloud offerings for partners

Get the background on Ingram Micro's $6 billion acquisition

Learn more about Mesosphere's container management technology  

Gain insight into Dell EMC storage and its flash technology strategy

Dig Deeper on Channel partner program news