Tech Data Chief Sees 'Very Different' Dell

Tech Data has had a working relationship with Dell for a while now, providing third-party products from other vendors to the Round Rock, Texas-based PC maker that it resells to end users. Earlier this week, when a financial analyst asked Tech Data CEO Bob Dutkowsky about Dell's decision to expand its engagement with the channel, he offered an upbeat assessment of what it means. <P> And he appeared to suggest there may be additional opportunity in a Dell relationship for the distributor. <P> "I think one of the real strengths Tech Data is its ability to . . . connect vendors with the channel and the market opportunity that exists," Dutkowsky said on conference call with analysts to discuss Tech Data's most recent quarterly earnings. <P> Dell has stayed away from promoting the idea that it would ship products to the channel through two-tier distribution, but Dutkowsky took the opportunity to let financial analysts know his own company could be a stand-out choice if the PC maker opted for two-tier distribution. <P> "Dell understands our capabilities and our strengths as a company. They know how we do business and they have a high degree of respect for our ability to execute, which is an important component of any channel strategy," Dutkowsky said. <P> "So as Dell analyzes the channel opportunity, I don't think there's a lot of mystique about Tech Data and the value they can add for Dell. Dell is a very different company than it was a few quarters ago. It has a very different leadership team in place now that I believe is looking at the market in a fresh way. That creates opportunity for the channel."