Ingram Micro India continues to reinforce its position as a key enabler of technology distribution and digital transformation, evolving beyond traditional distribution into a platform-led ecosystem powered by AI and advanced solutions. In an exclusive interaction with DT, Flávio Moraes Junior, MD and Chief Country Executive, Ingram Micro India, shares insights into the company’s performance in 2025, its transition toward an AI-first distribution strategy, expansion into Tier 2 and Tier 3 markets, channel enablement initiatives, vendor collaboration approach, and the strategic priorities shaping its next phase of growth in 2026.
Q: Please tell us about your overall business performance in 2025. What have been the most significant factors driving the company’s growth?
A: While the official number will be released soon in our financial report, I am pleased to share that we have been performing significantly well throughout 2025. Beyond achieving our numbers-related growth objectives, we have successfully been able to strengthen our partner ecosystem and expand our footprints in Tier 2 and 3 cities through our SMB TechTalks series. I extend my gratitude to all stakeholders of the ICT channel ecosystem for their remarkable contributions in making the SMB TechTalks astoundingly successful.
Additionally, I take pride in the fact that we have evolved from a traditional distributor to a platform company that offers a comprehensive range of technology-driven business transformation solutions. On one hand, the rising demands for cloud, AI and digital services have played a pivotal role in scripting this success story. On the other hand, our AI-powered Xvantage platform has been a major force behind driving a large-scale, industry-wide transformation – empowering businesses with the right set of tools, insights and digital capabilities required to achieve a higher level of operational excellence.
Q: With AI-led demand reshaping the market, how is your distribution strategy evolving in 2026 to address emerging technologies and solution-driven opportunities?
A: The advent of AI has brought about a radical revolution in the technology landscape, and all of us must adapt competently to stay relevant in the digital era. Being at the center of the ICT distribution sphere, we need to be the ecosystem enabler with a comprehensive range of AI-powered solutions. Now the question is, how are we doing that?
We have adopted a 3-way strategy: First, we have strengthened our portfolio of AI-ready Advanced Solutions across Networks, Infrastructure, Cybersecurity, Data Center, Cloud and Business Applications. Second, we have taken multiple initiatives to ensure that our partners are now empowered with the right set of skills, competence and insights required to meet the rising demands for AI-led solutions across verticals quite competently. Third, we are constantly optimizing the capability of our AI-powered Xvantage platform, which makes it quite easy for our partners to design, quote, and build complex solutions. All these help us capitalize efficiently on the emerging technologies and solution-driven opportunities.
Q: What initiatives are you undertaking to strengthen reseller engagement and long-term channel collaboration?
A: We all know that channel partners and value-added resellers are at the core of the ICT ecosystem in India. That’s why our channel strategy is entirely focused on the empowerment of partners across the length and breadth of the country. In 2026, we are taking this a notch higher by reinforcing our partnerships with partners through different types of digital, capability-building initiatives.
Number one in this context is delivering a superlative digital experience through our AI-powered Xvantage platform. We are taking every necessary action that can simplify the overall process of technology acquisition, implementation, optimization and even disposition. Our intuitive platform makes it quite convenient for our partners to learn, partner, build, manage and buy all our products/services/solutions in the most effective ways. Similarly, we are also diversifying our channel engagement programs by focusing more on flexible payment options, revision of credits, and compelling incentives aligned with a wide range of products and services. Numerous partners are already taking advantage of our Xvantage monthly schemes that offer great deals and incredible value.
Q: What kind of support do you expect from vendors this year to accelerate growth and deeper alignment?
A: This brings us back to the relevance of offering AI-led, integrated solutions to customers. Businesses nowadays want solutions; they are no longer interested in buying multiple tools and availing different types of services to accomplish business objectives. In this scenario, it’s important that we start offering integrated solutions to our partners to help them scale and adapt quickly.
I am pleased to witness that many of the OEMs and cloud providers have already started offering a joint value proposition – that comes with a combination of technology products, professional services and ongoing support. While we continue innovating and coming up with a more comprehensive range of business solutions, we must not divert our attention from partner enablement that includes partner training at scale, certifications, etc.
Quick Bytes
A global tech leader you admire? - Satya Nadella
Risk taker or calculated planner? - Calculated risk taker
Your biggest motivation? - Team’s evolution
One habit that changed your life? – Discipline and consistency
A value you never compromise on? - Integrity
A personal strength you rely on the most? - Resilience
One principle you would pass on to the next generation? - Take ownership early
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