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Joe Quaglia On How Tech Data And DLT Solutions Will Conquer The Public Sector

‘We think Tech Data is underpenetrated in a very large, multibillion-dollar market,’ says Quaglia, president of the Americas for Tech Data. ‘The federal public sector space is $43 billion. And we think there’s a huge opportunity for us to capture some market share.’

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A Force To Be Reckoned With

Tech Data moved into the U.S. federal government space in a big way Wednesday with the acquisition of Herndon, Va.-based DLT Solutions, No. 42 on the 2019 CRN Solution Provider 500.

The deal will marry DLT’s robust federal contract vehicles and community of systems integrators (SIs) with deep expertise serving U.S. government and agencies with Tech Data’s more SLED-oreiented (state, local and education) public sector community. The transaction also will make it possible for Tech Data to get SIs involved with commercial customers for the first time.

Tech Data President, Americas Joe Quaglia spoke with CRN about DLT Solutions’ big bets around next-generation technologies, the strength of its federal contract vehicles, and how the distributor plans to avoid channel conflict going forward.

Read on to get Quaglia’s take on how the Tech Data-DLT Solutions deal came together, how DLT Solutions works with channel partners today, and how the combined company plans to complete and win against Ingram Micro and Arrow in the U.S. government space.

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