Case Study

How Ingram Micro Uncovered $200M in Pipeline

Ingram Case Study
Industry: IT Products Distributor
Company Size: Global Enterprise
 
Ingram Micro is a global technology distributor that connects IT manufacturers and cloud providers with business-to-business technology customers worldwide.
Ingram

The Challenge

  • Existing reps acted as “order takers” for top accounts vs. focus on growing business
  • The floor averaged approx. 70% to quota with negative growth

The Solution

  • Introduced a multi-stage training, manager coaching, and incentive program.
  • Employee incentive program boosted morale and helped improve quotas.
  • Long-term, sustainable changes in habits and behaviors were observed due to the creation of a cohesive company culture.
  • Tenured reps shifted from inbound order takers to outbound account executives.

The Results

$200 Million

 In Pipeline Uncovered

3x

Outbound Activity

120%

Over Floor Goal & Record Yearly Growth

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