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Q&A: Tech Data's Joe Quaglia On How Solution Providers Will Benefit From The Distributor's New Structure

Tech Data's president of the Americas told CRN that the distributor has seen an influx of new customers, including a good number that are buying through distribution for the first time.

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What has your strategy been for new customer recruitment in the combined organization?

We're spinning up a whole new set of partners out of these SBUs [specialized business units] because business development and new customer acquisition is one of their requirements. As we now put these business units together from both sides, we're still learning who's got the best platform for new customer acquisition. First quarter, out of the gate, we had 587 net-new customers that bought from us that hadn't bought from us before. As we do that every quarter, that's going to make a material difference in our ability to grow our business, specifically in the Third Platform [of digital integration technologies such as big data and analytics, cloud, mobile and social], but also ensure we can balance the portfolio across that end to end, advanced solutions to endpoint.

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