Ingram Micro is evolving from a global IT distribution major into a fully digital, platform-based business. Through its AI-powered Xvantage platform, the company has created a comprehensive digital experience for its B2B customers and partners. “We’re able to intelligently connect supply and demand to enable users to interact, learn and grow in a smarter ecosystem,” said Paul Bay, CEO of the Irvine, California-based distributor of IT products and services. In this interview, he speaks to Sudhir Chowdhary about its plans for the Indian market. Excerpts:
How extensive is Ingram Micro’s Xvantage platform globally?
Today, Xvantage is live in 20 countries, including India. The platform is at the centre of our ability to deliver a business-to-consumer-like experience in a B2B world, streamlining how vendors and partners engage with us. Built on a robust data mesh and powered by over 300 AI/ML models and 20 intelligent engines, it automates key processes like quoting, order management, subscription services and credit. This gives our partners more value while reducing operational complexity.
We are seeing measurable gains in speed, scale and service across our ecosystem. More time, better insights, and greater freedom allows them to focus on what matters most, which is growing their business and serving their customers.
Xvantage isn’t just about efficiency; it’s about empowering people. Whether it’s helping partners make smarter decisions or enabling their teams to spend more time enhancing the customer experience, Xvantage helps us keep the customer at the centre of everything we do.
What is the opportunity that Ingram Micro sees in India?
India is integral to our growth plans. Our global capability centres (GCCs) in Mumbai and Chennai are among the largest in our global network, driving transformation initiatives and supporting customer success. We also have a growing presence in Pune, which has about 100 global process group (GPG) professionals, adding depth to our capabilities and reflects our commitment to building a strong, distributed talent base.
With 33 branch offices across India, we have extensive reach and proximity to customers. With less than 10% of households owning a computer, there’s substantial room for growth in essential IT hardware. We’re also keeping a focus on the IoT and industrial IoT space, which is projected to reach nearly $27 billion by 2025.
We plan to expand our footprint into tier two and three cities, onboarding more partners, and investing in skilling programmes to empower local talent and enhance the delivery of higher-value solutions both within India and across our global operations.
Which market segments are driving growth here?
We’re seeing strong traction across data centres, SMBs, healthcare, hospitality, and manufacturing. As organisations across these sectors accelerate digital transformation, they’re looking for trusted partners who can simplify technology adoption. Ingram Micro plays a pivotal role in bridging that gap.
How do you feel the US tariffs will impact your business?
Ingram Micro is uniquely positioned to reach nearly 90% of the global population. This global reach allows us to adapt quickly to shifting trade dynamics and support our partners wherever they do business.
While we closely monitor evolving trade policies, our focus remains on compliance, stability, and delivering value as we continue to put the customer at the centre of everything we do. Our breadth of vendor offerings often allows us to provide alternative products in the same category that may not be subject to tariffs. This includes managed services, cloud-based solutions, professional services, and solution architecture, all delivered through Xvantage. We also offer flexible financing options to help partners maintain momentum and growth, even in challenging market conditions.