Tech Data Assembles Enterprise-Focused Team

Tech Data

Tech Data assembled a team of more than 60 people to provide key enterprise-focused back-office expertise to solution providers, such as request for proposal (RFP) assistance, sales and marketing support, systems engineers for configuration and vendor product representatives, the company said.

For example, solution providers can submit an RFP to the BOSS team, and the distributor's experts can determine the appropriate multivendor solution. Solution providers get a single point of contact and, while most requests are handled in a day, none lasts longer than 48 hours, according to Tech Data.

"One of the challenges resellers have is that they don't have a back office," said Joe Serra, vice president of product marketing for enterprise systems at Tech Data. "They just don't have the infrastructure to go out and do all the legwork."

BOSS representatives have expertise in key enterprise technologies, such as security, storage, network management, e-commerce and server-based computing. There is no cost to solution providers to tap the BOSS.

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Tech Data executives would not reveal how much the distributor is investing in the BOSS program, which operates under the distributor's Enterprise Specialized Business Unit (SBU). Tech Data created the niche-focused SBUs last year, redeploying hundreds of support representatives to align their expertise with specific market segments.

"Everybody's trying to figure out the enterprise [market, and we believe we've figured it out," said Serra.