Tech Data Expands Partners' Reach

The Service Partner Locator was unveiled to about 130 solution providers gathered here last week at the distributor's TechSelect partner conference.

Slated to be launched Dec. 14, the locator is a Web-based tool that allows TechSelect members to bid for nationwide services opportunities by locating other partners in a specific region with a specific skill. The TechSelect members can accept or reject the bid through the Web interface.

Partners can post and accept or reject service bids online.

The interface "will give us ownership of the account because it will give us geographic reach," said Arnie Bellini, president of ConnectWise, Tampa, Fla. "It is proven that customers will pay for service and support if you make it easy for them. It's not always about price. It's about ease of access."

The ability to offer national services brings in a higher profit margin, Bellini said. "It is powerful and it is profitable business, which is key. The margins are higher when you're able to cover multiple geographic regions," he said.

In the end, conference attendees said that the ability to drive services through solution providers in other parts of the country will help increase national revenue 15 percent to 25 percent.

"It's a home run," said Sam Ruggeri, president of Advanced Vision Technology Group, Hauppauge, N.Y. "Now we can say we have coverage in all geographic locations."

The new locator also will allow e-tailers such as EMS Computing, Gainesville, Fla., to add new customers and pick up new opportunities, said Craig Morris, director of vendor solutions.

Morris said EMS, which currently does not offer services to its customers, plans to pass on services opportunities to other TechSelect members. "It will change our business in that we won't have to turn away customers that want services," Morris said.