One of our "Power 100 Vendors"
Location: Williamsville, NY
Number of years in current position: 2
Number of years involved with indirect sales: 22
Biography and Background:
Kelly Carter serves as Vice President/Executive Director of Credit and Financial Solutions for Ingram Micro North America. Kelly leads a Credit and Financial Services team that is widely recognized as one of the best in the industry. In her expanded role in 2016, Kelly is bringing her years of experience developing innovative financial solutions and her strong operational background to launch transformative new tools in accounts receivable management. Kelly is a graduate of Ingram Micro's General Manager Development Program and believes that the strong relationships she and her credit team have built with the Ingram Micro sales and vendor teams have been a key to their success in supporting Partners and Vendors with the financial solutions to grow their businesses. An active Leader on the Ingram Micro Buffalo Campus, Kelly has led the Corporate and Social Responsibility (CSR) and Women's Forum initiatives. Under her leadership, the Buffalo Campus set new records in fund raising, developed an associate volunteer program and established the Women's Forum. Kelly graduated from Michigan State University with a B.S. in Accounting.
How have you personally helped advance your company's channel business over the past year?
We've got a great team of experienced finance professionals at Ingram Micro who work hard across the organization to help our channel partners get to "yes" on a good deal, grow more profitably, and meet and exceed customer demands along the way. As a team, we are bringing new financial solutions and financial alliances to our channel partners. The buyer's journey around technology is changing rapidly and the circle of influence is expanding and shrinking depending on who you're selling to. Ingram Micro is helping our channel partners - CSPs, solution providers, VARs, MSPs and vendors - respond by continually offering new financial solutions that allow them to grow and transform their businesses in this changing market dynamic. In 2017, we introduced several new creative financing alternatives under the umbrella of - technology as a service - which have been wildly successful for our partners. We also launched an internal and a partner-facing education initiative around the forces driving end user's desire to transfer IT spend from a capital expense to an operating expense, including the impact of the lease accounting changes in 2019. This is a major shift the channel needs to be aware of and ready to address.
What are your goals for your company's channel business over the next year?
We are continuing our goal of helping channel partners transform their businesses to a services and consumption model. Our cloud and professional solutions, as well as our financial offerings, make the transition much easier for our channel partners. Channel partners need to move quickly to stay ahead of the changing market, and we are bringing them the - technology as a service - solutions they need to be competitive and meet, as well as better anticipate, the needs of their customers.
What honors, awards, or commendations have you won over the past year?
2017 Women of the Channel
Outside of your family, please name a woman you admire and why:
I admire Lara Hodgson, CEO of NOW Inc. She saw a need in the market for an innovative financing solution for small businesses, and she built a company to fill the need. She is extremely creative and determined. There is no roadblock she won't find a way around.
What advice would you give your 16-year-old self?
Don't waste your energy stressing about a situation that is out of your control.
If you could master any new job-related skill, what would it be and why?
As the way we finance technology is changing, I am finding it is much more important for me to understand how the technology is being delivered and consumed. It is very different to finance a technology solution than a product sale. So my goal for this year is to greatly enhance my knowledge, and my team's knowledge, of the technology sale so that we can continue to bring innovative finance solutions to the market.
What's the best book you read this past year and why did you like it?
How Will You Measure Your Life by Clayton Christensen. It is about knowing your own values and purpose in life. The book encourages you to be thoughtful about everything you do in your personal life and career. In doing so, you will live a life that is personally fulfilling to you based on your own values. I liked the book so much I purchased a copy for everyone in my mentoring group at Ingram Micro.
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