Tech Data Allots Reps To Call Clients On Channel's Behalf

During a testing phase that began last November, the distributor completed 30 outbound campaigns in the TeleSmart program, which officially launched last week.

Tech Data has dedicated about 30 sales representatives at its Clearwater-based outbound call center to the program.

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Tech Data's Mike Seferyn: Distributor will not generate or fulfill orders on its own.

"TeleSmart is one more thing we provide to reduce costs and back-office infrastructure for the reseller," said Mike Seferyn, vice president of outsourcing sales and services at Tech Data.

Call activities include promoting new programs, lead generation, end-user profiling, database updates and event registration, Seferyn said.

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Tech Data reps making the calls say they work for the solution provider, and calls that lead to purchase-order requests or requests for more information are transferred to the solution provider to close the transaction.

Tech Data will not generate or fulfill orders on its own, Seferyn said. Solution providers also are free to source the product from any distributor they choose.

Tech Data charges a fee for the program but does not gain a commission from calls that lead to sales, the company said.

Tech Data has no plans to keep end users' information for itself or sell directly to end users, Seferyn said.

Costs for the marketing campaign can be covered by vendor co-op dollars, Seferyn said.

However, one solution provider, Total Computer Systems, paid $1,500 for a four-day call campaign that focused on local awareness. The campaign included

480 calls, which generated 160 successful leads, said Sam Ruggeri, vice president of corporate solutions at the Melville, N.Y.-based company.

Future Computing Solutions completed several TeleSmart campaigns, said Bicky Singh, president and CEO of the Yorba Linda, Calif.-based solution provider. "Tech Data has taken away one of my inefficiencies and turned it into an opportunity," he said.