A deal between Ingram Micro, of Santa Ana, Calif., and Google, of Mountain View, Calif., to distribute the latters enterprise and SMB (small and midsize business) search appliances signals a desire by Google to expand its fledgling channel program.
Google chose Ingram Micro because it is the worlds largest global IT distributor and because it has enjoyed success in targeting both medium-size and small businesses as well as local government and education customers.
"We believe [Ingram Micro brings] a lot to the table in terms of making products successful in those markets," said Rodrigo Vaca, channel marketing manager for Google Enterprise. Google Enterprise makes up just 1 to 2 percent of the companys revenue but is growing at a rate of about 100 percent per year, a spokesperson said. That compares to the companys total revenue increase of about 70 percent from 2005 to 2006.
While not an exclusive deal, Vaca characterized the Ingram Micro agreement as the largest deal of its kind for the Google.
"We are not expecting to sign a similar deal in the near future," he said. Google has signed smaller deals on a regional basis outside the United States.
Ingram Micro will distribute the Google Mini, which is targeted at SMBs, and the Google Search Appliance, aimed at large corporations. The technology makes it possible for users to find files anywhere on their computers and the networks to which they are attached.