Tech Data Creates New Division For Servers, Storage

The Advanced Infrastructure Solutions (AIS) division, unveiled Monday, will handle sales, marketing, credit, and technical and product management resources for server and storage products. Server and storage virtualization and consolidation, remote network management and monitoring, and security products and services also will fall under the AIS banner.

"Our primary reason for creating the new division is so we can help our customers take advantage of some significant growth we're seeing in some products that predominantly reside in the data center," said Pete Peterson, senior vice president at Tech Data and general manager of the AIS division.

Besides going to AIS for system and storage hardware like blade servers and iSCSI storage devices -- two areas Peterson said he expects to gain momentum in the coming years -- solution providers also will be able to turn to the new Tech Data division for software.

"This new focus is really going to be around software applications that help run those servers more efficiently, run those storage devices more efficiently or help communicate between the two to make sure the overall solution is running more efficiently," Peterson said.

Due to launch Feb. 1, AIS also aims to bring new system and storage vendors into the Tech Data fold. The division, too, is slated to take ownership of relationships with about 150 VARs, although it will be available to support all Tech Data customers. The Clearwater, Fla.-based distributor will be targeting VARs that have invested in certification and training for systems and storage technology on the division's roster.

AIS solution providers will have access to priority technical support and product availability for in-demand products. There will also be a lower sales rep-to-customer ratio, about half of what general sales personnel handle, in order to give AIS solution providers greater access and attention.

What's more, the AIS division won't be focused exclusively on the enterprise space. "We're going to sell in the SMB space as well as the midrange space," Peterson said. "he openness of standards relative to servers and certainly the robustness of some of the products that have come out in the past few years make it an SMB play as well as a midmarket play."

Jay Kishor, president of California Integrated Solutions, a Phillips Ranch, Calif.-based solution provider and TechSelect Council member, said he thinks the AIS division is a step in the right direction for Tech Data, since it will help streamline the ordering process and make it easier for VARs to get the right products.

"It's definitely adding value to Tech Data customers, because there are customers like myself who like to have a dedicated, higher-end sales rep rather than transferring calls to resolve the issue," Kishor said.

Tech Data also has chosen a good product set to promote with the AIS division, Kishor added. "The blade servers are the buzzword nowadays, so definitely that kind of configuration will help us out," he said.