From the data center through the edge, Tech Data possesses one of the most comprehensive end-to-end vendor portfolios in the market, with more than 1,000 strategic vendor relationships that support a broad array of channel partner and end user customer needs. With the recent evolution of next-gen technologies that help support organizations’ digital transformation initiatives, the search for new, innovative tech vendors remains a top priority. Through the first half of Tech Data’s fiscal year 2022, vendor recruitment efforts have resulted in the addition of nearly 100 new strategic vendors, globally, to help support next-gen gaps. Approximately one-half of the newly-added vendors are within the U.S. and Canada ecosystem. New vendor additions have focused largely on the fast-growth technologies of 5G, IoT/analytics, data center and security.
Market Influence: Strategically Aligned to Maximize Partner Benefit
These additions represent great news for Tech Data channel partners. A robust vendor portfolio provides resellers and service providers extensive access to a broad array of leading-edge IT vendors, many of which operate exclusively through Tech Data. Tech Data’s vendor acquisition strategy is accretive, leveraging complementary technologies that support seamless integration with our existing vendors. Targeting vendors that align with our current and forward-looking strategy allows us to expand our vendor portfolio and provide partners with the most comprehensive offerings available throughout the technology ecosystem.
Tech Data’s NexVen strategy represents a unique approach to channel development, targeting the next generation of vendors who will be instrumental in redefining the IT industry. Some of NexVen’s key strategic elements focus on developing or enhancing their partner program, launching/enhancing vendor channel marketing effectiveness, including planning that maximizes distribution routes, accelerating results and ensuring partner sales-readiness. As part of the program, qualified vendors have the opportunity to work with Tech Data and industry consultants to maximize channel efficiency. For vendors working through a solution aggregator like Tech Data for the first time, this can often be a critical step for success.
“To ensure we are providing our partners with vendor solutions that complement their go-to-market products and services, we do all the due diligence for them,” said Cheryl Neal, Tech Data’s Vice President, Strategy and Vendor Acquisition. “Our work on the front-end, vetting vendors supports our VARs by lessening the burden; giving them the confidence to know that all new vendors are channel-ready, integrating seamlessly with our existing vendor base.
One example of this is the work performed by our Global Integration Team – aggregated solutions are designed and integrated by coordinating cross-vendor capabilities to deliver business outcomes that best meet the needs of our partners’ end users. This provides certified reference architectures and channel-ready solutions to shorten time to deployment and revenue.
Use Case: Leveraging Vendor Technologies that Augment Line Card Value
One of the recent vendor additions that underscores the value Tech Data’s vendor acquisition strategy brings to its partner ecosystem is a public warning and incident communications platform. The solution enables enterprises and governmental entities to send mass crisis communications and notifications before, during and after critical events.
This company’s solution and the technology behind it are a good example of a vendor that fits well with our strategy. Adding them to the company’s line card leverages their technology across our existing vendor base (and vice versa) creating a natural complement to our current vendor mix. Using cloud, IoT, data analytics, security and 5G, to aggregate risk data, locate people, manage incidents, etc., utilizes technology almost every end user need and provides additional services opportunities for our partners.
Next Steps: Bolstering Innovation Opportunities and Support for the Channel
Our Vendor Acquisition team remains hard at work collaborating with potential new vendors to determine an optimal fit with our core strategy, integration capabilities and Shared Values. For qualified vendors, we can help you engage and accelerate your channel performance regardless of your channel maturity. Connect with Tech Data’s vendor acquisition team for more information.
For channel partners, we encourage you to continue to work with our business development teams to learn more about the new technologies and how they fit your end user customer base. Additionally, if there is a vendor you would like to see in the NexVen program, please refer them to us.