CRN Exclusive: Tech Data CEO Dutkowsky On Key Vendor Program Changes, The Distributor's Response And Apple's Enterprise Push


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Will these new program structures force Tech Data to deprioritize the vendors?

It doesn't mean that Tech Data is any less committed to those vendors, or that we're not going to invest in training our people on those vendors' products, or that we're going to stop calling on the resellers to sell those products. That's not what it means at all. There might be a scenario where a vendor really wants to gain market share with a particular product, or in a particular geography, and they'll put an even larger rebate potential in front of the channel – distributors, resellers and retailers – so they pay more attention to that product. It happens both ways, not just negatively. And the resellers are going to be faced with their own program changes. It happens all the time.



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