Tech Data Launches Online Stimulus Resource Center For VARs

Adding to the ranks of distributors providing stimulus-specific outreach to their VAR communities, Tech Data on Friday launched Economic Stimulus Watch, a Web resource center intended to track the flow of IT dollars from the American Recovery and Reinvestment Act (ARRA) and to alert Tech Data VARs to key opportunities.

"The volume of information that is coming out daily about what revenue is going where continues to accelerate," said Barb Miller, Tech Data's vice president, Government, Technical and Integration Services, in a Channelweb.com interview. "Our resellers continue to call us and ask us how they can play -- and how we can help. We wanted to build a resource center that would put all the data there, and then as more specific data comes out, update with the latest and greatest."

Tech Data unveiled the resource center at its TechSelect partner conference in San Diego. According to the distributor, Miller will head the Economic Stimulus Watch effort, but Tech Data will also be providing ARRA-specific training through its specialized business units and services divisions.

Miller said the most reliable data continued to come through research firms like Input, government IT consultancies like the Center for Digital Government, and trade associations such as Comptia. She said one goal of the Stimulus Watch was to have it be more than a repository of links and research reports.

"We're trying to get a handle on a tremendous amount of data -- and know what, specifically, is going on inside the Beltway," Miller said. "And it's not only a tremendous amount of data, but it's also fluid. It's changing every day. We hope to eventually have all the state information in there as well: the details on which state's getting what, how resellers can get to those dollars, how to leverage existing contract vehicles, and how to help resellers play in areas where they may not have the expertise."

"We wanted one aggregation point. We wanted that Web resource to be the single contact point for information and have Tech Data become a trusted adviser for distribution in this area," added Joe Quaglia, senior vice president of U.S. Marketing.

The Web resource center will include Webinars, podcasts and a community aspect, allowing VARs to post questions and comments both to each other and to Tech Data executives, Miller said.

Tech Data also will be hosting live and virtual events later this year and beyond, geared specifically to ARRA issues in the channel.

"Everything's been so high-level so far, with everyone just talking big numbers with the states," said Glen Jones, CEO of TechPower Solutions, a Redmond, Wash.-based solution provider. "It's been sort of frustrating to try and narrow down the real news, because what's coming from all the major distributors and manufacturers hasn't had much substance or detail. The fact that Tech Data seems to be taking it to the next level is definitely a good idea."

Asked about vendors who have demonstrated good stimulus outreach, Quaglia mentioned Kodak, Fujitsu and others with document-management solutions as being out in front. Jones called out Hewlett-Packard, who he said is "almost too good" at mapping the stimulus thanks to the number of e-mails, Webinars and other bits of information he saw from HP on the subject.

"You want to know how good is the quality of information being provided. You do have to do your own research and approach things from your own perspective, but you are looking for someone to help speed that up for you," Jones said.

In several of the hottest stimulus verticals, such as health care, a lot of the ARRA funds haven't started to flow, meaning that now is the crucial time to align VAR business goals with areas of greatest opportunity, Quaglia said.

"A lot of the resellers I've spoken to specifically believe that by the time a lot of the stimulus dollars actually kick in, we're going to be out of this recession," he said. "All boats will rise with the tide, so long as VARs not only get access to and capitalize on the stimulus but also take the time to modernize. It's in tough economic times when great companies are made."

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