Tech Data Opens Dedicated HP Unit and Network Solutions Group

High demand for HP products and network solutions prompts distributor to direct resources to support sales, marketing and technical efforts for channel partners.

February 7, 2011

D.H. Kass

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Tech Data Corp. said that it has begun operating two new business units, one dedicated to selling and supporting Hewlett-Packard Co.’s solutions, and another tailored to help channel partners take advantage of sales opportunities sparked by the convergence of data center and networking technologies.

“We have taken the strategic decision to invest in two focused business groups to better exploit opportunities and drive growth now and in the future,” said Joe Quaglia, Tech Data senior vice president, U.S. Marketing.

The distributor said that the HP Solutions Division, which encompasses the full roster of HP products Tech Data handles, houses a dedicated team tasked with coordinating all sales, marketing, technical and supply chain operations for the vendor’s solutions, officials said.

HP is Tech Data’s largest vendor and constitutes 28 percent of the distributor’s net global sales, the company said.

John O’Shea, a 15-year Tech Data veteran, will direct the new division as vice president, HP Solutions, moving from his prior position as vice president, network product marketing, the distributor said.

The Networking Solutions Group will operate under the distributor’s Advanced Infrastructure Solutions (AIS) unit, which also includes similar divisions dedicated to Cisco System Inc.’s and IBM Corp.’s products and services, and teams focused on software and storage solutions.

Chuck Bartlett, Tech Data vice president and general manager, who heads the AIS division, will assume responsibility for the Networking Solutions unit.

HP focused unit will help communication, coordination with channel partners

Tech Data’s dedicated HP unit will promote better teamwork between the vendor and distributor, and will help channel partners sell a wider range of HP’s products, said Quaglia.

“Creating this new business group fosters closer collaboration between two established leaders and enables better alignment of resources and operations in support of HP’s product strategies and channel partner community,” he said.

“We believe this move creates the channel’s premier, single source for HP solutions and makes it easier for new and existing VARs to sell across the HP portfolio,” he said.

Tech Data said that channel partners will receive special resources intended to help them to sell the HP solutions portfolio, although the distributor offered no details.

Stephen DiFranco, HP vice president and general manager, Americas Solutions Partner Organization, said that the dedicated unit maps well to the vendor’s strategy and initiatives for working with channel partners.

“Tech Data’s HP Solutions Division aligns to our goal of making it easier for our channel partners to work with HP,” he said.

“By putting all of HP’s business groups under one executive, Tech Data will be able to better communicate with HP channel partners, better leverage our broad portfolio and better synchronize our channel programs,” said DiFranco.

Networking Solutions Group homes in on convergence technology

Quaglia said that the Networking Solutions group will make it easier for channel partners to tap into Tech Data’s sales, marketing and technical support processes.

“The creation of the Networking Solutions Group will make it easier for networking vendors and VARs to leverage Tech Data’s high-value, solutions-oriented sales, marketing and technical support methodology,” he said.

“This will help Tech Data and our reseller partners capitalize on more opportunities created by the convergence of data center and networking technologies,” he said.

Mike Reid, Avaya Inc. vice president, North American distribution, said that Tech Data’s networking solutions group “better positions Avaya and our channel partners for both single- and multi-vendor opportunities with solutions that are easy to sell and implement.”

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