Tech Data Expands Lucent Relationship, Adds HP MFPs


Tech Data has expanded its distribution agreement with Lucent Technologies and signed a deal to carry multifunction products from Hewlett-Packard.

The Lucent agreement replaces one in place from when Lucent bought Ascend Communications in 1999 and makes more of Lucent's catalog available to smaller customers through Tech Data, according to Lucent.

Murray Hill, N.J.-based Lucent is focusing more on large telephone carriers and wants distributors to handle smaller clients, according to Lucent.

Meanwhile, Tech Data becomes HP's primary U.S. distributor for MFPs, according to the companies. MFPs enable users to copy, print, scan and fax from one device and represent a solid opportunity for solution providers, said Dan O'Brien, Tech Data vice president of peripherals product marketing.

"MFP devices and services like those from HP enable solution providers to help their customers better control operational costs through converged technologies," O'Brien said in a statement. "This agreement presents a favorable opportunity since partners maintain ownership of the account and can realize higher profit margins through long-term service contracts."