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

How has Ingram Micro changed to meet that new business model?

We're able to do that [because of the] skills that we still have. Our financial capabilities that we have to help enable channel partners to be able to get through and cross that chasm from maybe being a product sale to a recurring revenue instance. And helping partners with specialization. If you're showing up just as a generalist, we're not seeing as much success. The partners are successful when they're driving a specialized practice.