New Tech Data Tool Simplifies Cisco Services Sales

The SMARTattach tool developed by the distributor allows solution providers to browse, select and attach services agreements at the same time as the hardware sale.

Prior to this, VARs had to purchase hardware from Tech Data, then log into a Cisco Web portal and manually enter product details, serial numbers and end-user information to activate SMARTnet coverage. That process could take several days, said Chuck Bartlett, vice president of network product marketing at Tech Data.

"We developed the software to integrate with all of Cisco's software to register that service contract," Bartlett said. "It has certainly simplified the process." The SMARTattach tool is part of Tech Data's CapacityBuilder initiative that began last year to increase the productivity of the distributor's Cisco resellers, Bartlett said. E-commerce tools are a big facet of that program.

"We are the first distributor to be able to integrate the purchase and registration of the Cisco services contract with hardware when bought through distribution," Bartlett said.

He expects Tech Data's Cisco market share to increase as a result of SMARTattach as well as its SMARTnet services attach rate.

"We should be able to grow the business without an increase in resources now," Bartlett said.

"The new tool cuts multiple steps out of our ordering process," said Dan Clark, network services manager for solution provider Nexcentri.

"Not only do we not need to create Cisco SCC quotes anymore, but we no longer need to wait to order SMARTnet until after the hardware ships. This will definitely save us time and paperwork, greatly simplifying our Cisco ordering process," Clark said in a statement.