Tech Data Adds Emerging Vendors, Expands Offerings

Company gains solutions in security, video production, document management and professional IT services.

September 3, 2009

D.H. Kass

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Tech Data Corp. has added four new vendors to its lineup and expanded offerings from two existing suppliers, a move company officials said gained the distributor emerging solutions in security, video production, document management and professional IT services while enhancing its portfolio in mobile computing and virtualization.

The company said it signed new distribution agreements with Absolute Software Corp., a publicly held Vancouver, Canada-based specialist in theft recovery of mobile computers; Elgato Systems, a Germany-based, privately held maker of solutions to convert video for storing, editing and viewing on Apple Computer Inc.’s Macintosh systems, iPhone and iPod devices; Infonic, a privately held, UK-based maker of document management software; and, Quatrro BPO Solutions Ltd., an India-based provider of outsourced professional IT services.

Tech Data also expanded its arrangement with Novell Inc. to include the vendor’s PlateSpin products, which allows companies to extend their use of virtualization in the data center.

In addition, the distributor added Samsung’s notebooks, netbooks and mobile PCs to its present folder of the vendor’s printers, displays, televisions, projectors and accessories.

In describing the agreements, Joe Quaglia, Tech Data senior vice president, U.S. Marketing, said that uncovering emerging vendors and technologies is an important service the distributor provides to its channel partner network.

“VARs always ask us to help them capitalize on new opportunities,” Quaglia said. “One of Tech Data’s core value-adds is acting as an aggregator for new and emerging technologies and bringing those solutions to the channel.”

Quaglia said that Tech Data’s Product Marketing and Advanced Infrastructure Solutions (AIS) divisions and its Specialized Business Units (SBU) help solution providers take on new products and services to formulate incremental sales and profit opportunities.

Solutions from the new vendors will fill in gaps in Tech Data’s technology and market coverage, Quaglia said. For example, Absolute’s Computrace software line--which allows IT departments to track notebook and desktop computers from a central location, manage inventory, remotely delete data and aid in theft recovery—brings Tech Data a solution in an area previously unavailable to its resellers.

“VARs providing security solutions or selling notebooks, netbooks, ultra-mobile PCs and other client devices should consider Absolute as a strong, margin-building attach opportunity,” Quaglia said. “Data integrity, protection and privacy are concerns for end users of all sizes, and we think the addition of Absolute is a good opportunity for VARs to meet that demand for secure computing solutions.”

Tech Data’s will make Elgato’s video production solutions available through its Apple SBU. Elgato’s EyeTV solution converts a Macintosh computer into a television and a DVR. Elgato also maintains distribution agreements with Ingram Micro Inc. and D&H Distributing Co.

“Elgato is a great addition to our Apple SBU, further broadening the support and solutions we can provide Apple VARs,” Quaglia said.

The Infonic document management solution software, delivered through Tech Data’s Document Imaging SBU, will help channel partners deliver document imaging solutions in vertical markets such as healthcare, education and government, Quaglia said.

Quatrro brings to Tech Data a collection of managed services that channel partners can resell to customers, Quaglia said. The distributor provides managed services to its reseller network through partnerships with providers.

“With Quatrro, we’re continuing to expand our VARChoice managed services framework, which enables VARs to choose the managed services solutions that best meet their customers’ needs and aligns with their go-to-market strategies,” Quaglia said. “We’re broadening those options with Quatrro’s help desk support, hosted data backup, managed call center support and other services.”

Quaglia said that both the expansion of the Novell and Samsung lines will enable Tech Data to take advantage of continued growth in virtualization and mobile computing.

The distributor will promote the new vendors’ products and services to the entire Tech Data reseller base and recruit new channel partners as well, Quaglia said.

“This is one of our strengths in helping new vendors gain routes to market,” he said. “We work closely with each of these vendors to build specific marketing and business development plans to recruit and enable resellers to add these new technologies to their solutions offerings. These plans include helping resellers with certifications, training their sales reps and helping them to reach end-users with a solid value proposition to drive new sales.”

TAGS: services,virtualization,iPhone,Novell,Tech Data

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