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


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Would there be any potential for that business to conflict with the services channel partners provide?

We remain committed to the two-tier model. We don't have any intentions of competing with our customers' services. We only want to supplement the services that our customers can take to their customers. That's the whole design around our services business – to keep that two-tier model intact.

Wouldn't this business be particularly well-suited for partners focused on SMB customers?

The small resellers need those technical skills and talents to be able to serve their customers more than the big guys do. One of the things our services initiatives do is help a smaller reseller look bigger and have more skill and capability to serve their customers more effectively. The design point around our services is to primarily serve the SMB reseller. We think that opportunity is very large and growing quickly. To be honest about the deployment, some of our largest resellers continue to use Tech Data services as well. Everyone needs some help in deploying the breadth of technology that exists.




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