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


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Apple products represented 19 percent of Tech Data's total revenue this past quarter. What's your take on their push to increase sales in the enterprise market?

The BYOD phenomenon really got Apple into the enterprise, probably over the course of the last decade. I think just in the last few years, Apple has seen the potential in the enterprise. Therefore, they've formed strategic partnerships with companies like IBM and Cisco, who each have really strong presences in the enterprise. I think you'll see those partnerships start to create different business opportunities for Apple products. That's where Tech Data can come in as the supply-chain partner – to help fulfill those opportunities. It's probably a little early to say the initiatives Apple has around the enterprise are actually delivering results. But clearly their focus is there. Companies like Tech Data stand to really benefit from that focus.



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