Cloud is growing by leaps and bounds—and it’s no longer just happening in commercial segments. Cloud growth is also soaring in the public sector. That’s why Ingram Micro Cloud is taking an aggressive approach to helping partners—both “born in the cloud” partners AND traditional public sector partners—make the most of every cloud opportunity.
During a recent conversation with Lisa Varela-Schutes, Ingram Micro’s senior public sector specialist for Cloud IaaS, we learned how Ingram Micro’s new focus can help all
partners advance their cloud businesses in 2021 and beyond.
What’s driving Ingram Micro’s accelerated focus on public sector cloud?
We’re seeing very aggressive “hockey stick” growth in the public sector space. For example, in SLED markets (state, local and education), cloud revenue was estimated at $13.3 billion in 2020 and is expected to rise to $17.7 billion in 2022.
Because of this phenomenal growth, the Ingram Micro Cloud IaaS team is putting a strong focus on enabling and equipping partners to succeed with public sector cloud. It’s been untapped until now—but the opportunity is huge. SLED and Federal organizations are now recognizing the value of the cloud.
What is Ingram Micro doing to help partners with MSP practices?
We’re standing up a public sector practice within our Ingram Micro Cloud IaaS team and bringing together all the tools and resources partners will need to transact cloud business in the public sector space. Our new practice will support partners with business intelligence, contracts, capture and RFP support while also educating partners and public sector agencies on the SLED and Federal Governments Cloud First initiatives and best practices that will allow them scale more efficiently in a “capex vs opex” model that they are used to. We already have best-in-market highly specialized dedicated Sales and Technical IaaS representatives—both globally and in the U.S.—and we’re taking our expertise and replicating it over so the public sector, adding the public sector tools and resources needed.
What will the new public sector cloud practice include?
It will start with education and identify the partners that have gaps in either cloud or public sector. For partners that sell cloud today, we will train them to understand what I call “gov speak” and educate them on the SLED and Federal sale cycles and process. We will answer their questions like: What are RFPs? How do they work? What types of contracts exist for state, local, education and Federal agencies? What are the buying seasons for FED and SLED and how can I engage? What types of cloud solutions are being sold in SLED and FED, like storage, migration and compute? How can I be in sync with the all the agencies, K-12 and universities? For our core public sector partners, we have trainings available to help them accelerate their time to market to be certified and educated to sell cloud. They already know public sector; we will use our cloud expertise to help get them ramped.
Secondly, we will provide tools and resources. That includes a capture manager who can help partners respond to RFPs and evaluate terms and conditions, and also a solution architect to help partners create the right public sector cloud solutions.
We will also have government subscription tools like GovWin, a business intelligence tool that allows us to do territory and account mapping, identify budgets for state and local agencies, and gain line of sight into specific agency activity, RFPs, timing and contract value. This tool will help us be proactive with smaller partners who can’t afford this costly subscription on their own, and it helps partners of all sizes save time. This tool can help partners quickly identify current business opportunities, get engaged with the right people and start to rapidly penetrate the market.
How about access to contracts?
We have two contracts that public sector cloud partners will be able to access as agents or through a teaming agreement—specifically, the National Cooperative Purchasing Alliance (NCPA) Contract
and the GSA Schedule 70 (both held by Promark Technology). In fact, we are waiting on approval of AWS letter of supply for the GSA 70 Schedule now. Once approved, it will take 60-90 days for partners to have access, which is very exciting.
Will Ingram Micro help with marketing, too?
Yes. We will drive marketing initiatives and lead/demand-generation programs for partners, so they can start generating revenue. We will also offer webinars and battle cards to begin the education.
And to support AWS, specifically, we developed a custom Partner Transformation Program (PTP) and integrated it into our AWS Illuminate partner program. The PTP is a 100-day engagement to help partners analyze their business, fill gaps and stand up their cloud practice at an accelerated pace.
How will all these tools help partners—some of whom already sell cloud and others who are well entrenched in the public sector space?
Ingram Micro Cloud will be able to support everyone. We will be able to help our “born in the cloud” partners (who know a lot about cloud but not much about the public sector) and also our core public sector partners (who have traditionally sold infrastructure hardware and need help learning cloud). We will be able to support and educate both sets of partners, teach them best practices and help everyone get up and running with public sector cloud. We can also ramp up new partners who don’t know either side of the business—but who simply want to capitalize on this enormous cloud opportunity.
Will Ingram Micro’s new public sector cloud practice support all the major cloud providers?
Our intent is to stand up AWS first, then replicate that same process with Microsoft Azure, IBM Cloud and Google Cloud Platform. They all have different nuances about how they go to market in the public sector space, but we’re excited to get them all on board.
For more information on the Ingram Micro Cloud Marketplace and how you can develop your cloud public sector business, contact your Ingram Micro representative.