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Tech Data U.S. Helps IT Resellers Put Focus on Customers with Client Computing

2 Oct, 2006

Tech Data U.S. Helps IT Resellers Put Focus on Customers with Client Computing

CLEARWATER, FL - Tech Data Corporation recently established its Client Computing business unit to enable systems resellers and manufacturers to more effectively identify, market and develop solutions for a broad range of end-user environments. Aligning an array of sales, marketing and product management resources, Client Computing will help resellers and Tech Data's vendor business partners capitalize on the demand for systems and mobile computing solutions among small-to-midsize businesses (SMBs).

"There is a resurgence underway in the systems market," said Pete Peterson, Tech Data's vice president, Systems Product Marketing. "Desktops being replaced by notebooks, the spread of wireless networking, new processor technology from AMD and Intel, and the impending release of Windows Vista(TM) are all catalysts for another round of systems refreshes, especially among SMBs. In response, Tech Data's Client Computing Division will help our customers take a more solutions-oriented, client-focused approach to the systems market."

Client Computing supports Tech Data's entire systems offering including desktops, notebooks, tablet PCs and mobile devices like PDAs. The unit also will engage Tech Data's specialized business units (SBUs) and product divisions. This enables Client Computing to provide systems resellers with access to the distributor's broad accessories, peripherals, software and services offerings to help them quickly develop custom solutions tailored to individual end-user requirements. Through Client Computing, for example, systems resellers can leverage Tech Data's POS/AIDC and Supplies & Accessories SBUs to develop a mobile computing solution comprising wireless handhelds with scanners and printers and ruggedized notebooks with the latest access control and theft prevention accessories.

In addition, Tech Data recently established a distribution agreement with Parallels Inc., a virtualization software developer with solutions resellers can leverage to enable Intel-based Macs to run Mac OS X, Windows and Linux operating systems simultaneously. This helps resellers capitalize on the demand for the latest Intel-powered Macs, while presenting a solution that also addresses user concerns about availability of legacy software applications that may currently require multiple desktops running different operating systems.

The unit will be led by Leslie Malone, director, Client Computing, who has been with Tech Data for 12 years, most recently serving as director, Inside Sales for the company's Central and West Sales teams. "Client Computing is all about helping resellers take a more strategic approach to systems sales," said Malone. "There is tremendous value and personal touch that only resellers can provide end users when it comes to selecting systems and developing solutions that address specific business challenges. Tech Data is uniquely positioned to assist resellers in doing that. Client Computing will build upon our extensive expertise developing solutions for diverse technology markets through our SBUs, as well as take a page from the success we've had helping resellers grow their businesses through our SMB VAR community TechSelect."

A key component of this new initiative will be the introduction of a Client Computing community, which will enhance reseller and vendor business partner engagement through and a series of conferences at Tech Data's Clearwater, Fla. headquarters. There, resellers will participate in hands-on training in the distributor's TDSolutions Center, interact with key vendor business partners, hear from industry experts and engage Tech Data executives.

Enhancing Reseller Profit
In addition to helping develop solutions that deliver greater value to their end-user customers, Client Computing will educate resellers on opportunities to enhance margins and build profits. Systems resellers can leverage Tech Data's TDOnCall technical services suite to attach an array of third-party services to sales, including secure, environmentally friendly IT asset disposal; 24-hour-a-day technical support; professional help desk services; and extended warranty and service plans. Additionally, Tech Data's Credit Services team recently announced an SMB leasing agreement with IBM Global Financing (IGF) that enables resellers to finance solutions comprising hardware, software and services from any of Tech Data's vendor business partners. Resellers can enhance margins by earning fees for solutions financed through the IGF leasing program. Systems financed like this also may encourage regular refresh cycles and future hardware sales when leases expire.

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