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An IDC InfoBrief, Sponsored by Ingram Micro | August 2018
TRUST X ALLIANCE: The Key to Selecting a Solution Provider You Can Trust Research by Chris Webber, Research Director, Strategic Alliances, IDC
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An IDC InfoBrief, sponsored by Ingram MicroTrust X Alliance: Selecting a Solution Provider You Can Trust
© IDC Visit us at IDC.com and follow us on Twitter: @IDC
What’s Inside
In this InfoBrief
Value of Ingram Micro’s Trust X AllianceExecutive Summary
Next Steps for Your SuccessBusiness Impact of Digital Transformation
Value of an IT Solution Provider
Seeking a Partner Alliance
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An IDC InfoBrief, sponsored by Ingram MicroTrust X Alliance: Selecting a Solution Provider You Can Trust
© IDC Visit us at IDC.com and follow us on Twitter: @IDC
In this InfoBrief
This IDC InfoBrief, sponsored by Ingram Micro, examines the opportunities and benefits that technology solution providers can offer to end-user organizations to further their IT initiatives. Findings were based on select Trust X Alliance customer interviews.
Trust X Alliance is well suited to help organizations make technology decisions. Alliance members are certified in the latest technologies and have deep industry and technical expertise.
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An IDC InfoBrief, sponsored by Ingram MicroTrust X Alliance: Selecting a Solution Provider You Can Trust
© IDC Visit us at IDC.com and follow us on Twitter: @IDC
Executive Summary
The current business environment requires you to evaluate new ways to operate, engage, and support your customers.
To minimize risk and maximize opportunities, you need a trusted, experienced IT solution provider. One that offers you logical and cost-effective alternatives. A provider that will support you with the right resources at the right time. An organization that will be an on-going advocate for your continued success.
Emerging IT technologies offer you transformative alternatives to grow, save, support, and enhance your business.
Ingram Micro’s Trust X Alliance can offer you a select group of IT solution providers whose focus is your long-term success and providing the highest value.
Although you have greater options, the wrong IT investment decision could have a significant impact on your future business success.
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An IDC InfoBrief, sponsored by Ingram MicroTrust X Alliance: Selecting a Solution Provider You Can Trust
© IDC Visit us at IDC.com and follow us on Twitter: @IDC
Business Impact of Digital Transformation
Why is it important?
What is it?Business requirements are rapidly changing and companies are evaluating and incorporating technology into their daily activities to innovate and remain competitive. Digital transformation is really about new ways to operate, engage, and support.
Through the use of emerging technologies such as mobile computing, social media, cloud computing, information/analytics, big data, and Internet of Things (IoT), you can expand your opportunities, create new revenue streams, enhance your customer and prospect experience, and improve operational and IT efficiencies. In other words: grow, save, support, and enhance.
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An IDC InfoBrief, sponsored by Ingram MicroTrust X Alliance: Selecting a Solution Provider You Can Trust
© IDC Visit us at IDC.com and follow us on Twitter: @IDC
Digital Transformation Initiatives Generating True Business Value
Increase Revenue Streams
New Partnerships
Reduced Time to Deliver Product
and Services
New Business Models
Top results realized by IT executives in re-evaluating IT related activities and placing greater focus on business and customer needs
We must move from a single-company mentality to a connected ecosystem approach to succeed in a DX economy.“ “
— Frank Gens, Senior Vice President & Chief Analyst, IDC
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An IDC InfoBrief, sponsored by Ingram MicroTrust X Alliance: Selecting a Solution Provider You Can Trust
© IDC Visit us at IDC.com and follow us on Twitter: @IDC
Value of a Trusted IT Solution ProviderSelection of an IT solution provider is a major decision for most organizations. The right provider can be a critical asset in ensuring your organization maintains a competitive advantage and profitability, minimizing disruption and operational down time.
Key Benefits of an IT Solution Provider
Timely access to critical expertise and experience
Ability to focus on core business functions
Reduce downtime and improve productivity
Knowledge transfer
Enhanced customer service and vendor support
Latest insights on security, privacy, and compliance
Enhanced evaluation and assessment of new technology and related integration
I am seeking a competitive edge vs just selling me software and equipment, that means a business solution.
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Manufacturer, 200 employees, UK
I value solution providers who provide me with options and business justified recommendations.Manufacturer, 145 employees, US
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An IDC InfoBrief, sponsored by Ingram MicroTrust X Alliance: Selecting a Solution Provider You Can Trust
© IDC Visit us at IDC.com and follow us on Twitter: @IDC
The Business Case for Trusted Solution ProvidersMaking appropriate and timely technology decisions is becoming more challenging as business embraces digital transformation. Through the use of a trusted solution provider, you can minimize costly and timely risks, improve business agility and reduce time to market – all critical factors to compete in the new economy.
Digital transformation is already impacting businesses. Among the critical solutions:
90% 50% 30% 20% 33% 20%
2020 2020 2020 2022 20222019
of all new operating assets have onboard self-diagnostics to recorder parts
of customers will have experienced a customer support interaction that is AI-based
of the top 100 retailers will be using robots within the ship-from-store fulfillment process
of customer experiences include augmented reality
of food and beverage suppliers, providers, retailers and restaurants track goods using blockchain
of manufacturers will incorporate 3D printers/robotics hybrids on production floor
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An IDC InfoBrief, sponsored by Ingram MicroTrust X Alliance: Selecting a Solution Provider You Can Trust
© IDC Visit us at IDC.com and follow us on Twitter: @IDC
Primary question on my mind, do I trust them (solution providers) to be honest and without a hidden agenda… I have a lot at stake with cloud-based solutions and it needs to be operational with minimal technical integration.
Seeking a Partner Alliance The selection of the right solution provider is vitalA trusted solution provider can provide you with critical skills and experience necessary to assist you in gaining speed, agility, and making the right IT investments.
Need to Minimize Risk and Exposure
Customer satisfaction and experience
Operational inefficiencies
Order fulfillment
Security and compliance
Capital and training investments
Achieving economy of scale
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“Manufacturer, 200 employees, UK
We have to answer to our customers and owners, I want experts with deep bench expertise and experience. It’s ok to admit and utilize other partners to ensure my success.
Manufacturer, 50 employees, US
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An IDC InfoBrief, sponsored by Ingram MicroTrust X Alliance: Selecting a Solution Provider You Can Trust
© IDC Visit us at IDC.com and follow us on Twitter: @IDC
What to Look for in an IT Solution ProviderQuality Technical Bench Strength Understanding of My Business
and Industry
Realizes Limitations
Fosters the Appropriate Application of Technology Innovation
Eagerness to Transfer Knowledge
No “One Size Fits All” Methodology
Reliable Reputation
High Consistent Quality
Establishes Clear Expectations
Expertise and experience
Respects my time
Delivery and supportNot trying to sell products and services – offers a flexible approach
Provides cost and logical alternatives and options to address my IT business challenges
Willingness to utilize network of partners that can fill necessary gaps to maximize outcome
Seeks mutual agreementHonest, doesn’t oversell, looks out for our best interestsWilling to walk away if cannot adequately address needs
Establishes realistic project timeframe
Proven methodologies
Competitive value pricing
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An IDC InfoBrief, sponsored by Ingram MicroTrust X Alliance: Selecting a Solution Provider You Can Trust
© IDC Visit us at IDC.com and follow us on Twitter: @IDC
Finding the right solution provider is also about their business relationships
Strong combined business and technology expertise and experience
Greater geographic coverage
Vertical and technical knowledge sharing
Listen to your needs and requirements: provide options
Accountable: Reliable and 100% engagedSimilar culture and values
Proven methodologies and best practices
Seeking a partner who recognizes and responds in a timely manner to my business needs vs technology requirements – big difference.
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Manufacturer, 138 employees, US
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An IDC InfoBrief, sponsored by Ingram MicroTrust X Alliance: Selecting a Solution Provider You Can Trust
© IDC Visit us at IDC.com and follow us on Twitter: @IDC
Value of Ingram Micro’s Trust X Alliance
Solution providers with stability and longevity that care about your long-term success
Trust X Alliance members are vetted by their peers and bring skills and experience to solve your business problems. Reasons to select a Trust X Alliance member:
Ecosystem and resources Stability and globalization availability
Bench strength, technical expertise
Industry recognition for expertise
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An IDC InfoBrief, sponsored by Ingram MicroTrust X Alliance: Selecting a Solution Provider You Can Trust
© IDC Visit us at IDC.com and follow us on Twitter: @IDC
Next Steps for Your Success
To learn more about Trust X Alliance, visit www.trustxalliance.com
Evaluate your business requirements
Seek and obtain alternatives that will provide you with the best approach for your current and future business needs
Identify and engage with a trusted IT solution provider
Customer, Manufacturer, 200 employees, UK
An IDC InfoBrief, sponsored by Ingram MicroTrust X Alliance: Selecting a Solution Provider You Can Trust
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An IDC InfoBrief, sponsored by Ingram MicroTrust X Alliance: Selecting a Solution Provider You Can Trust
© IDC Visit us at IDC.com and follow us on Twitter: @IDC
IDC Analyst Profile
Chris WebberResearch Director, Strategic Alliances
IDC Corporate USA 5 Speen Street Framingham, MA 01701 USA T: 508.872.8200 F: 508.935.4015 Twitter: @IDC idc-insights-community.com www.idc.com
This publication was produced by IDC Custom Solutions. The opinion, analysis, and research results presented herein are drawn from more detailed research and analysis independently conducted and published by IDC, unless specific vendor sponsorship in noted. IDC Custom Solutions makes IDC content available in a wide range of formats for distribution by various companies. A license to distribut IDC content does not imply endorsement of or opinion about the licensee.
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Copyright 2018 IDC. Reproduction without written permission is completely forbidden.
Chris Webber is Research Director for IDC Strategic Alliances responsible for working with the Strategic Alliances Leadership Council (SALC) members to define and research key topics that affect strategic alliance investments, and provides analysis into alliance trends, best practices and benchmarking. In addition, Chris evaluates in-depth council discussions on cloud, economic pressures on alliances, key performance indicators and alliance organizational best practices and provides key thought leadership related to future industry trends and market direction.