Ingram: Greater VAR Profits Rooted In Total Solution

Brian Wiser, senior VP of specialty solutions at distributor Ingram Micro, and Justin Scopaz, general manager of Ingram Micro’s Data Capture/Point Of Sale/Physical Security division, talk with Jameson Publishing and Business Solutions magazine president Jim Roddy in this exclusive Executive-To-Executive interview.

In this interview, Wiser and Scopaz talk about the importance of resellers becoming total solutions providers, the continued growth of mobile technology, and themes that emerged at Ingram’s Solutions Partner Invitational May 15-16 at the Marriott Marquis and Marina in San Diego.

“Technology is converging, and different players and IT providers may be coming into your space,” Wiser says. “What you thought or perceived was protected before is probably no longer protected. So if you’re not going to (provide the total solution), somebody else will. So, get vertically integrated through your whole customer, whether that’s selling multiple pieces of product and solutions around either the POS or the scanning or the digital signage or security. I think it’s important to be that total provider to that end client or you may lose that client.”