Tech Data offers resellers a helping hand

Tech Data has announced a new programme for 2002, to help resellers build their technical expertise. The ‘Build VAR Business with Tech Data’ initiative will aim to provide resellers with tools to increase their knowledge and technical expertise to help them boost sales.

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By  Mark Sutton Published  January 6, 2002

Tech Data has announced a new programme for 2002, to help resellers build their technical expertise. The ‘Build VAR Business with Tech Data’ initiative will aim to provide resellers with tools to increase their knowledge and technical expertise to help them boost sales.

“Building the information technology value added business in resellers markets is important to us in this region,” explained Steve Lockie, managing director of Tech Data. “We want to provide, along with the most cost efficient and effective logistics management capabilities in the region, business growth opportunities to resellers through strong technical and marketing support. This initiative is an important vehicle for that.”

“The end result that we are seeking is to enable resellers across the region to better service and strongly retain their clients. The market today demands that resellers not only sell information technology products, but understand the underlying technology and be able to support it on end-users’ sites,” he continued. ‘Build VAR business with Tech Data’ develops the expertise of resellers, thus giving them the tools needed to establish profitable and long term relationship with the front end of the market.”

The distributor said that research it conducted in 2001 shows that an increasing number of resellers are becoming reliant on the SME sector for more and more of their business, while the number and volume of enterprise business has declined. However, the increasing demands of the SME sector in the Middle East means that there is a growing demand for more technically capable resellers.

“With the region’s spending on IT hardware and software expected to rise due to the developing nature of the business, the region’s resellers’ have an untapped opportunity in targeting the small to medium businesses who are today converting to technology based operations,” said Eliot Shepherd, marketing director at Tech Data. “With that, resellers around the region need to become specialized in technology areas to be able to advise, implement and support the technologies they sell and this is what we aim to achieve from our year 2002 resellers program.”

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