Title

AWS re:Invent 2023 - Maximize customer value through AWS Marketplace private offers (PEN102)

Summary

Darrell Oliver, a director at Ingram Micro, and Anastasia Quinn, a program manager, discuss how Ingram Micro assists partners and ISVs in leveraging AWS Marketplace for private offers.
Ingram Micro is a $50 billion company with over 200,000 partners and 55 million customers, offering IT distribution, cloud services, hardware, on-premise software, and software licensing.
As a premier AWS consulting partner and global distributor, Ingram Micro has been an AWS partner since 2013 and has obtained several AWS competencies and service validations.
Ingram Micro plays a key role in the AWS ecosystem by enabling customers to negotiate private offers on AWS Marketplace, which can include hardware, software, and professional services.
They help customers utilize their enterprise discount program (EDP) commitments effectively by negotiating better pricing for technology purchases through AWS Marketplace.
Ingram Micro acts as a solutions aggregator, connecting ISVs with channel partners to provide a better procurement experience and value-added services.
Customers using AWS Marketplace have seen benefits such as accelerated time to value, IT spend consolidation, and a 10% decrease in licensing costs.
Ingram Micro supports the entire procurement process, from assessments and budget planning to deployment and renewal management, and helps partners with AWS certifications and integration into AWS's ACE software CRM.

Ingram Micro's extensive experience and global reach make it a significant player in the AWS ecosystem, providing a bridge between AWS, ISVs, and channel partners.
The ability to negotiate private offers on AWS Marketplace is a strategic advantage for customers, allowing them to tailor purchases to their specific agreements and budgets.
The enterprise discount program (EDP) is a critical component for customers with significant AWS spend, and Ingram Micro's role in helping customers optimize their EDP spend can lead to substantial cost savings.
The statistics provided (66% accelerated time to value, 44% IT spend consolidation, 10% decrease in licensing costs) indicate that customers are realizing tangible benefits from using AWS Marketplace for their technology procurement.
Ingram Micro's comprehensive service offerings, including security assessments, workload migrations, and renewal management, suggest that they are well-positioned to support a wide range of customer needs in cloud adoption and management.
The session highlights the importance of partnerships and the value of having a knowledgeable intermediary like Ingram Micro to navigate the complexities of cloud procurement and management.