CRN Interview: Ingram Micro's Paul Bay On The Importance Of Being A Business Consultant

How are the current IT market trends impacting distribution?

We're seeing more and more things like focus on as-a-service. Some of these are more nascent. You've heard some of our vendors talk about it. It's about us being able to show up and provide as-a-service for a total solution as opposed to just a product set or the professional services. [Channel partners tell us] they're looking at as-a-service opportunities to create that recurring revenue base [and they need us] to provide our own services on top of the products and services that are coming from the manufacturers. And we're able to help tie all of that together and provide a single source to have that as-a-service model.