United StatesRetail and e-commerce2025 – ongoingIngram Micro
AI purchase-propensity models for proactive sales
Ingram Micro's CEO attributed tens of thousands of quarterly sales opportunities to proactive AI-supported selling
Problem
Staff spent time on internal order inquiries while sales outreach often waited until quarter end.
Approach
Ingram Micro created AI models to identify customers likely to purchase technology soon. Sales staff used those predictions to initiate customer conversations. CEO Paul Bay described the models as part of a broader effort to free staff for demand generation.
Results
Takeaway
The reported opportunity value represented a sales pipeline. It did not establish how much revenue the models generated.
Categories
- Size
- Large enterprise
- Industry
- Retail and e-commerce
- Business function
- Marketing and sales
- Innovation type
- Process innovation
- AI technology
- Predictive analytics and ML
- Adoption
- Built in-house
- Evidence
- Company's own claim
Sources
Source summaries
CRN published a discussion with CEO Paul Bay about operational AI and sales outreach. Bay reported tens of thousands of Q2 opportunities worth hundreds of millions of dollars.
Full details are in the original sources.