Ingram Micro is showcasing the impact of its AI-powered digital platform, Xvantage, on the go-to-market operations of cybersecurity leader Proofpoint, highlighting gains in efficiency, partner enablement, and sales cycle speed.
Ingram Micro's AI-powered Xvantage platform is simplifying B2B sales for cybersecurity SaaS leader Proofpoint.
Proofpoint is the first security SaaS company to use Xvantage to automate and digitally transform its channel go-to-market footprint.
Key benefits include automating quote-to-cash processes, shortening sales cycles, and improving partner enablement.
The partnership provides mutual channel partners with end-to-end API integration, reducing integration time from months to minutes.
Early results show greater efficiency, opportunities for solution expansion, and improved SMB satisfaction.
The engagement is positioned as modernizing distribution by "distributing intelligence" and reducing B2B friction.
This case study illustrates Ingram Micro's strategy of evolving technology distribution through its Xvantage platform. For Proofpoint, a global leader in human- and agent-centric security, adopting Xvantage aims to shift partner interactions from transactional to interactive and automated. The platform handles functions like quote generation, order processing, and lifecycle management, which are traditionally manual in B2B sales.
Paul Bay, CEO of Ingram Micro, emphasized the platform's growing impact. “Proofpoint is seeing the power of our AI-powered digital experience platform in action and realizing the positive and growing impact Xvantage will continue to bring to the company, their channel team, and their customers.”
Proofpoint CEO Sumit Dhawan framed the partnership as a collaborative effort to redefine value creation. “Ingram Micro has helped us digitize, integrate, and scale the volume B2B go-to-market cycle with Xvantage—meeting us where we are today and working together to redefine the future of how we create and capture more value using this platform.”
The cited benefits are operational and channel-focused. Within the first ten months, Proofpoint has experienced automated quote-to-cash processes that reduce manual effort and shorten sales cycles. The platform also creates multiple touchpoints for resellers to add value through services and renewals. A significant technical advantage is the Xvantage Integration Hub, which offers full API integration, drastically cutting the time partners spend on technical setups.
Feedback from mutual channel partners validates the efficiency claims. A representative from Insight noted that quoting, which previously took days, now takes minutes, allowing time-sensitive deals to close sooner and improving profitability. An account manager from CNI Sales stated the speed of Xvantage provides more business opportunities and makes the relationship with Proofpoint seamless.
Sanjib Sahoo, President of Global Platform Group at Ingram Micro, positioned this as a fundamental shift. "We are not simply modernizing distribution. Ingram Micro is distributing intelligence and delivering tangible results by addressing B2B friction... Our innovative approach enhances efficiencies within the ecosystem, as exemplified by our Proofpoint relationship.”
Ingram Micro is a leading technology company in the global information technology ecosystem. With the ability to reach nearly 90% of the global population, we play a vital role in the worldwide IT sales channel, bringing products and services from technology manufacturers and cloud providers to a highly diversified base of business-to-business technology experts. Through Ingram Micro Xvantage™, our AI-powered digital platform, we offer what we believe to be the industry’s first comprehensive business-to-consumer-like experience, integrating hardware and cloud subscriptions, personalized recommendations, instant pricing, order tracking, and billing automation. We also provide various technology services, including financing, specialized marketing, lifecycle management, and technical pre- and post-sales professional support.
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