TRUST X ALLIANCE - Ingram Micro€¦ · Ingram Micro’s Trust X Alliance can offer you a select...

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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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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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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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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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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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.

“

“

“

“

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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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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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

“

“

“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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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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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.

“ “

Manufacturer, 138 employees, US

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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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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


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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.

External Publication of IDC Inforamtion and Data — Any IDC information that is to be used in advertising, press releases, or promotional materials requires prior written approval from the appropriate IDC Vice President or Country Manager. A draft of the proposed document should accompany any such request. IDC reserves the right to deny approval of external usage for any reason.

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.

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