Tech Data U.S. Gives Cisco SMARTnet Resellers a Hand with New ARM Training17 Jul, 2006
Tech Data U.S. Gives Cisco SMARTnet Resellers a Hand with New ARM Training
Tech Data Corporation announced it was the first U.S. IT products distributor to begin training its sales force in the Cisco Systems ARM (Attach, Renew, Multiyear) Service Incentive Program. More than 100 Tech Data sales representatives have completed the ARM curriculum, which Cisco established to educate resellers on high-margin revenue opportunities and other business-building incentives available when attaching SMARTnet technical services contracts to Cisco hardware sales.
"By participating in the same ARM training available to Cisco resellers, Tech Data's sales representatives are much better equipped to help our customers enhance their profitability as they pursue increased Cisco SMARTnet attach and renewal rates," said Chuck Bartlett, Tech Data's vice president, Networking Product Marketing. "Enabling resellers to more profitably deliver professional IT services like Cisco SMARTnet support is a key value-add we provide our customers, and we'll continue to do so as we place a greater emphasis on helping them grow their services business."
The ARM program is designed to help resellers educate their sales teams on the benefits of selling, renewing, upgrading and establishing multiyear Cisco service agreements. Now, Cisco resellers and their sales forces can leverage Tech Data sales representatives to uncover new service revenue opportunities and ensure they are taking full advantage of a wide array of incentives, rebates and marketing development funds that may be available to them through ARM.
"Tech Data has definitely taken the lead in ensuring its sales representatives are familiar with the profit-building opportunities and benefits Cisco's ARM Service Incentive Program offers our reseller customers," said Raja Sundaram, senior director, Cisco Services Channels. "Cisco has shown that partner sales staff participating in the ARM program have increased their service contract sales over $100 million and grown service sales in the commercial space by 24 percent by simply positioning services at the time of sale. We know from Cisco customer satisfaction surveys that customers with support contracts are more satisfied and loyal when covered with a service contract, so ARM is helping our partners increase customer loyalty."
"We've had a great deal of success incorporating Cisco SMARTnet support into our solutions," said Steve Robb of LaSalle Business Solutions. "When Tech Data goes the extra mile to train its sales team to be experts in a program like ARM, that's a tremendous advantage for Cisco VARs like us. It demonstrates how Tech Data is aligning itself with our goals. They're keenly aware of the services opportunities we're pursuing."