Intcomex Cloud interview

1. Name, position of the interviewee

Joseph Bouhadana, vice president of IT Intcomex.

 2. When and how did the idea of Intcomex becoming involved in clouding arise?

JB: Intcomex has an extensive experience of over 26 years in the market of products and solutions in technology for Latin America and the Caribbean and is always attentive to technological changes. This is something that is now evident in services provided such as Cloud, a response to many of the IT needs that arise in companies today. That’s why since 2014 Intcomex embarked on the process of transformation to become the leading Cloud Solution Provider in the region, which materializes in 2015 by becoming Microsoft CSP for several countries in the Americas and the Caribbean, releasing its own INTCOMEX unit called CLOUD.

3. We discussed channels offering a solution to develop the potential of the enterprise in the cloud what is the specific customer profile that Intcomex believes would make the most of this clouding service?

JB: The prospect of customers for Cloud Intcomex can be taken from two points of view:

  • Companies that currently provide consulting services, configuration, implementation and support of IT solutions: They have excellent potential for us because they can incorporate into their portfolio our product offering of cloud Microsoft under a new form of monthly sales, which will lead to a very advantageous position because the market trend is focused on selling managed services with which they can obtain up to 6 times more revenue.
  • Companies that although unaware of our services, have a broad base of corporate clients who can deliver email solutions, backup in the cloud, Office 365, CRM, and other basic solutions for businesses today that are willing to sell products with interesting incentives and monthly payments. Intcomex who can provide services configuration, migration and product support, and support in terms of training and marketing for your sales and technical teams.

4. Intcomex is the wholesaler with most coverage in Latin America. It has a superlative knowledge of the markets and its protagonists. Have we might say today what customers and what countries in the region have begun to work with Intcomex Cloud?

JB: We have coverage in 41 countries and physical presence in 14 of them, which gives us variety of channels. Currently our solutions Intcomex Cloud are in Costa Rica, Guatemala, El Salvador, Panama, Ecuador, Peru, Nicaragua, Honduras, the United States and the English-speaking Caribbean, with projection to reach many more countries. Our channels found in Intcomex Cloud solution to transform their offer and incorporate the differentiator they were looking to reach their customers, composed of small and medium enterprises, for whom such solutions directly respond to its technological and economic needs.

5. How would you explain to a distributor simply the benefits of integrating the ecosystem Intcomex Cloud? What is the cost / benefit ratio? Is it just a service dealer or you can also resell Clouding as a business partner Intcomex?

JB: This is a very interesting question, because our service is very versatile and Cloud customers really are many benefits to being part of Intcomex Cloud. I think on this issue we can better explain Marcela Rovira, our Cloud Product Marketing Manager.

MR: As Joseph said, the benefits of our service Cloud are many. Among the highlights we can mention the monthly payments, which become the biggest differential since we had been accustomed to make annual lump sum payments, especially in licensing products. This same advantage can move the channel to your client to generate new and greater opportunities. You can also make sales to the measure, meaning that you can purchase or withdraw products according to customer requests without cost overruns, without having to pay penalties for early withdrawals, which goes hand in hand with the trend that companies working live projects . In addition, they have access to the portfolio most requested by the corporate market, can integrate different products and manufacturers in our Marketplace to their offering. And of course, to have centralized management information services have applied, their provisioning and billing. They also have product support and support for climbing the manufacturer.

To be reseller Intcomex Cloud, no infrastructure investments, new hires or expensive training required. Intcomex Cloud gives them the tools to train their sales and technical team, no matter what level they are, to centralize it on our website (https://cloud.intcomex.com/) access to training platforms manufacturers we work with and have provided interesting material for our customers to develop their marketing strategies without having to rely on additional marketing resources, thus accelerating the Go-to-Market of our customers.

Another point also very interesting, are the biggest incentives and better prices than can be found in the products of our Marketplace, in the form of CSP (Cloud Solution Provider).

With all this our channels will be ready to be in the cloud at the time of Intcomex Cloud resellers itself and generate new business opportunities with scalable and flexible sales, which directly increase their income.

6. Today Intcomex has signed agreements with Microsoft for Office 365 and Acronis, Yola and IFX Networks Does that mean that within Intcomex cloud is a cloud with Microsoft and other infrastructure all brands and as it increase the portfolio will be added to the ecosystem clouds or integrate cloud brands?

MR: Intcomex Cloud brings together major products and cloud services to create the channels preferred by technology ecosystem. Our infrastructure allows us to integrate different types of clouds to generate exclusive offers and are impact for our market. The channels may choose and packaged solutions or build their own solutions, directly choosing products in our Marketplace. Brands that want to be part of Intcomex Cloud must have an offer that creates value to the ecosystem and that can be integrated with our infrastructure, which is automated from end to end to ensure that we offer value to our customers.

7. Intcomex several years has been migrating its profile towards a more corporate identity ago. Clouding also provide services is a leap of transcendent quality What has been the feedback from customers and vendors about it?

JB: Actually it has been a process of transformation that has lived from the inside, so when we tell our clients is provided to transmit and of course I have noticed, they share and have been very receptive to our actions. Backup know Intcomex and they want to upload to the cloud with us. Vendors have been hand in hand with us in supporting this renewal, as it goes in line with what the market requires, so let us all in the same direction.

8. Have you evaluated add to affiliated local agreements to provide training, support and software companies regional importance warranting be in Intcomex Cloud?

JB: Definitely. The work has been at the regional level, we have deployed our proposal practically across the continent, in every country we support our channels with different types of activities, to train and motivate them to be part of the future of its customers. We currently have a system called Cloud online training University (https://cloud.intcomex.com/entrenamiento/), where our resellers can not only learn much more about Cloud, they can educate themselves to sell and install products cloud, obtaining even certificates that credited as specialists in the field. We also have a calendar of events is updated month to month, where our customers easily learn about a variety of interesting topics Cloud (https://cloud.intcomex.com/). There are some niches that require special attention and are attentive to them. Part of our regional staff is responsible for ensuring perform these agreements to integrate our ecosystem. In addition, Intcomex is the platform with better local infrastructure and we have inventory, support, credit, storage, payment, marketing support, training and everything our customers need in their country to grow your business.

9. To close we would like to customize in the target markets of our publication What are their expectations in Central America and the Caribbean for 2016?

JB: We want to be recognized as the Solution Provider Cloud preferred channels and companies in Central America and the Caribbean, we have the infrastructure, the portfolio, the more willing to guarantee them a way to secure cloud resources without risks, with profits and interesting incentives, all this with the support of Intcomex. We work with renowned manufacturers with products that generate value to the businesses of our channels and are desired by the market. It is how we guarantee sustained growth for all.