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The #1 way to communicate with SMB resellers

August 06, 2020

The #1 way to communicate with SMB resellers
powered by Sounder

SMBs make up 99% of America’s 28.7 million firms. Why wouldn’t you meet them on their preferred communication channels?
In this episode of B2B Tech Talk, Kelly Sander—Director of Sales for SMB at Ingram Micro and 2020 nominee of Women in the Channel—speaks with Keri about working with SMBs in a remote work world.

Plus, Kelly goes over:

  • The definition of an SMB and why it’s critical to partner with them
  • The most efficient ways to target end users and their customers
  • Benefits of teaming up with the SMB Alliance

"The SMB is over $600 million of IT spend and over 99% of America's businesses are classified as SMBs. The SMB is not only important to Ingram Micro but to the entire economy." — Kelly Sander

SMB: A unique reseller
The SMBs that partner with Ingram Micro are unique small businesses. They are often headed up by passionate entrepreneurs with a focus on IT.

SMBs are absolutely vital to the tech world because of the fact they make up 99% of America’s businesses. And, while their needs have changed, SMB end users have remained relatively the same.

How to communicate with SMB resellers
When it comes to marketing to SMBs, there are two audiences you have to keep in mind:

  1. The SMBs themselves
  2. Their end users
The best way to check both off the list? Social selling.

Social selling means…

  • Active social media accounts
  • Chatbots
  • Virtual events
  • Webinars
  • Podcasts
  • Informational videos
  • Blogs
Kelly urges partners to be as present as possible on the social channels your customers use. The reality is social selling used to be a nice-to-have; now, it’s necessary to survive and thrive in this new virtual world.
Let the numbers speak for themselves
97% of the consumer market researches products/services online before making a purchase. And 47% of those buyers look for 3-4 pieces of content on social media before buying.
If you’re not leveraging social selling yet, you’re missing out on a huge chunk of the market. And that segment is only growing.

SMB Alliance
To help you kickstart your social selling campaign, see what Ingram Micro’s SMB Alliance has to offer. There you can connect and collaborate with peers, find resources on finance and digital transformation and come up with new solutions.

Learn why Ingram Micro received five stars for its Partner Program Guide, more about the SMB business unit, and how Ingram Micro helps its smaller partners scale to compete in the big leagues.
To join the discussion, follow us on Twitter @IngramTechSol #B2BTechTalk
Listen to this episode and more like it by subscribing to B2B Tech Talk on Spotify, Apple Podcasts, or Stitcher. You can also listen on our website.