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


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What percentage of your partner base has moved into that business consultant role?

If you look at the growth in the industries, the world we're still seeing, there's still technology being sold, there's hardware and software, accessories, endpoint products being sold as part of the total solution. … We're having to work on that transition from a traditional product sale into the consumption model. I would tell you more and more partners are embracing it and accelerating it. They're in the process of having more conversations toward that educational process. And more and more people, I think, when you talk to them, a percentage of their business is going to a consumption-type model and/or a services-type model. But, that doesn't mean that the product sales go away. It's a different business model and conversation that we're having right now.