Tech Data launches two new schemes for Cisco SMB resellers

Tech Data has unveiled two new programmes, SMB Accelerator and SMB engage to drive sales of Cisco SMB products.

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By  Mark Sutton Published  March 3, 2003

Tech Data has launched two new reseller schemes to help drive Cisco products to small to medium businesses. The two schemes, SMB Accelerator and SMB Engage provide a market development fund directly related to SMB products and an advanced online resource for Cisco SMB resellers.

SMB Accelerator is an incentive programme designed to provide marketing funds for resellers. By selling certain listed products from low-end switches, routers, wireless or security products, resellers can then receive marketing funds to spend on promotional activities.

Dorian Breakspear-Coyle, Cisco sales manager for Tech Data FZ-LLC explained that although the programme has been tried before, Cisco has asked Tech Data to drive the scheme this time, to try and increase the uptake.

“I don’t think that it was focused on in any particular way [before], and this is one of the reasons why Cisco has chosen Tech Data, because of our focus on being able to deliver,” he explained.
So far Tech Data has 300 authorised Cisco resellers signed up for the scheme.

The second initiative is an online portal to provide support to Cisco SMB resellers. SMB Engage is designed to provide everything that a reseller needs to help them sell, including online training for Cisco certifications, sales support, news, marketing collaboration materials, competitive information, product positioning and comparison and selling arguments for Cisco products.

The vendor already has similar portals with distributors in Europe, but it is the first time it has been tried here. Tech Data worked closely with Cisco to develop the site, which is exclusive to Tech Data customers. So far around 50 companies have signed up for access.
“It is a perfect way to grow the SMB market,” said Breakspear-Coyle. “It is a very competitive market, and resellers need to know how to sell the products, there is sales support for SMB solutions, which is superb if you haven’t got experience in a particular technology. As a whole the portal is very, very good.”

The portal, which is hosted on Cisco’s web site, will also carry exclusive SMB bundles and enable preferential pricing with local training partners. Both Cisco and Tech Data will be able to track usage of the site, to see the response from resellers.

The SMB market is an increasing focus for the vendor, Breakspear-Coyle explained: “The programme is there to feed the existing authorised resellers. This is a growth area for Cisco in this territory, and they want to get serious about these particular segments of the market,” he said.

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