Ingram’s David Lenz Spearheads New ‘Specialist’ Physical Security Strategy


Distributor mounts charge on physical security and pro AV. – Tier 1 I.T. distributor Ingram Micro’s senior director David Lenz is spearheading the distie’s push into two new areas: physical security and pro AV. Lenz was previously senior director of the ‘advanced solutions’ unit, looking after Ingram’s enterprise portfolio, such as Cisco, IBM, HP, and APC by Schneider Electric. As of July, he has been heading up its new speciality division.

Lenz told CRN that as certain categories of technology move from analog to digital —IP security cameras being a clear example— there were burgeoning opportunities for Ingram’s traditional base of ICT resellers.

Physical security has an upside beyond IP-cameras, added Lenz.

"It is also the ecosystem that applies to that market. You have your storage devices, your servers, the cabling components, the wireless devices – you start to build out an interesting market around the technology.

"You may want to look at how you provide managed services in that space," he said.

The distributor’s physical security vendors include Buffalo, D-Link, Netgear, Swann Communications, and Axis Communications, which came onboard in April.

The unit is headed up by David Charlton. In the pro AV space, Ingram represents a swathe of solutions, including BenQ, Epson, and Sony, including growth sector such as interactive whiteboards for schools as well as retail displays.

Lenz hinted at more vendor announcements to come in the next few weeks.