Tech Data’s Business Builder Tour encourages partner enablement

Tech Data Canada kicked off its second annual Business Builder Tour this year across the country. The company’s vice-president of marketing, Greg Myers, said the theme for this year’s event is partner enablement.

The Business Builder Tour was created to make it easier for the distributor to meet with its vendor and reseller partners in strategic regional markets. The event is comprised of seminars, one-on-one meetings with vendors and additional activities. Myers said since its first tour last year, the distributor has now attracted more than 40 vendor partners to the program.

“The theme of enablement would underscore the focus for the program,”Myers said. “Vendors and Tech Data have used this moment in the marketplace when demand has been softer to focus on operational engagement, maintenance and housekeeping around relationships with vendors, partners and customers.”

Myers admits there seems to be a “thaw in the air” when it comes to increased spending because businesses are showing signs of being more optimistic as each quarter passes. In the last six weeks, Tech Data Canada has seen an improvement in its daily sales rate and there are indications of a strengthening top line, which is encouraging, Myers explained.

“The worst is behind us and we’re beginning to see revenue recoveries across several categories,” Myers said.

Solution areas that are doing well right now include software, integrated security solutions, desktops and virtualization platforms. These areas, will gain even more momentum as new technology and operating systems are released, he added.

The solution categories that have been affected by the economic downturn include the accessory and peripheral space, flat panel displays in the desktop category and printers.

“People are squeezing the maximum value out of their previous purchases,” Myers said. “But we’re anticipating a return to a more normalized trend line and an opportunity for increased spending. The role of the distributor in the marketplace is to increase operational engagement with our partners through closer working relationships with them to support larger opportunities.”

Myers said Tech Data Canada has a portfolio of credit services which help reseller partners bring a compelling value proposition to their customers. He said that even during the recession, the distributor has not withdrawn any credit in the reseller marketplace. Instead, the company is constantly reviewing its credit portfolio and finding opportunities to extend to its reseller community.

In addition to credit services, Myers said the Tech Data Canada executive team, including its president, Rick Reid, are making themselves more available and present on the field.

“Rick, our executive team and sales team are spending more time in the marketplace and talking to partners than probably any time in the last several years,” Myers said. “We’re out there talking to our customers and offering them our support to help enable their businesses to execute any emerging opportunities that unfold.”

The six-city Business Builder Tour began in May with its first stop in Toronto. The tour also includes stops in Montreal, Quebec City, Calgary, Vancouver and Ottawa. The tour is set to finish on November 4, 2009, where Ottawa is the last stop.

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Maxine Cheung
Maxine Cheung
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