CRN Exclusive: Tech Data CEO On Pricing, Line Card And Partner Program Changes Avnet TS Partners Should Expect


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Arrow said they've won $350 million of business from competitors. Were Tech Data and Avnet TS affected?

That is a reality of the distribution business. There are situations where resellers or vendors will decide to alter their route to market; $350 million would be a small number for Tech Data relative to the amount of business that moves back and forth. I'll give you one example with one vendor. We won a $300 million bid. One vendor. One opportunity. One route to market, $300 million just a couple of quarters ago. So you have to talk about all of the wins and all of the opportunities that have moved to different routes to market. To say you took $350 million worth of business is an interesting number. But that really isn't how distribution works.




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