Ingram Micro’s Strategic Vision: Diego Utge and N.S. Bindra Discuss Innovation, Customer Centricity, and Sustainability

In an exclusive conversation with Diego Utge, EVP and Group President – APAC, Ingram Micro, and N.S. Bindra, SVP and Chief Country Executive, Ingram Micro India, CRN India explores the company’s transformative journey under Utge’s leadership. The discussion delves into Ingram Micro’s key strategies, innovations beyond traditional tech distribution, and its commitment to sustainability. Utge and Bindra share insights on the company’s advanced solutions, the game-changing Xvantage platform, and their collaborative efforts with OEMs and cloud MSPs to accelerate cloud adoption. They also highlight Ingram Micro’s dedication to Environmental, Social, and Governance (ESG) initiatives and future goals for global and Indian markets.

What are the key strategies and decisions that have been instrumental in Ingram Micro’s recent success?
Diego Utge: Our success at Ingram Micro is rooted in two core principles: our people and our customer-centric approach. The company’s legacy and reputation, built over 45 years, have been sustained by a dedicated team, many of whom have been with us for decades. This continuity ensures that our customers—whom we consider our partners—receive unparalleled service and support. We focus on understanding their needs and helping them deploy cutting-edge technologies effectively. By segmenting our business into advanced solutions, cloud services, and professional services, we cater to a diverse range of markets, from SMBs to large enterprises, ensuring that each customer receives tailored solutions.

Ingram Micro is evolving beyond traditional tech distribution. What new solutions and services are being introduced?

Diego Utge: At the heart of our offerings is the concept of the “life cycle of data.” Data is the new gold, and every aspect of business today revolves around it. We support our partners throughout this life cycle—from data creation and computation to storage and eventual disposal. Our solutions are designed to handle the complexities of data management, ensuring that our partners can deliver innovative and effective solutions to their end customers. This holistic approach allows us to stay ahead in a rapidly evolving technological landscape, continuously offering relevant and impactful services.

How is Ingram Micro’s evolution shaping the company’s future?
Diego Utge: Our role is to continuously bring the latest technologies to market, enabling our customers to achieve better outcomes and drive profitability. We stay on top of technological advancements by partnering closely with OEMs and offering robust enablement programs. This ensures that we are always ready to meet the market’s needs, providing the right technical capabilities, professional services, and offerings at the right time. The rapid pace of technological evolution keeps us on our toes, and we are committed to staying ahead of the curve.

N S Bindra: Customer-centricity is at the core of our strategy. Our focus is on empowering our partners to deliver outcomes that their customers desire. Whether it’s offering pay-per-use models, vertical-specific solutions, or enabling partners to deliver complex technologies without needing deep technical knowledge, we are dedicated to making our partners successful. This approach ensures that we are always aligned with the changing needs of the market.

How does Ingram Micro’s Xvantage platform enhance the overall experience for partners and customers?
Diego Utge: Xvantage is our game-changing digital platform designed to simplify the complexities of technology distribution. It offers a consumer-like experience in a B2B environment, providing our partners with an intuitive, persona-based interface that learns from their behavior. This self-learning platform allows partners to procure hardware, software, services, and cloud solutions in one seamless transaction. It also provides data-driven insights and recommendations, helping partners discover new revenue opportunities and increase profitability. Xvantage is more than just a transactional tool; it’s a comprehensive platform that enhances the efficiency and effectiveness of our partners.

Can you highlight any recent partnerships that have accelerated cloud adoption in India?
N S Bindra: We have numerous partnerships, but a couple of notable examples include our work with AWS and Palo Alto Networks. By combining AWS’s cloud capabilities with Palo Alto’s security solutions, we offer cloud security solutions that cater to both cloud-native partners and those transitioning from traditional environments. Another example is our partnership with NetApp, where we integrate their storage solutions with AWS’s cloud services to provide scalable, secure, and efficient storage solutions. These partnerships enable us to offer end-to-end solutions that address the unique needs of our partners and their customers, driving the adoption of cloud technologies in India.

How is Ingram Micro contributing to a greener future and promoting sustainability?
Diego Utge: Sustainability is ...