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Tech Data's Joe Quaglia On SMB Services, Trade War Impact And A Possible HNA-Ingram Micro Deal

Tech Data's Americas president talks with CRN about advanced and SMB services, changing channel and customer requirements, and the potential impacts of trade wars, a recession, and China-based HNA's possible sale of rival Ingram Micro.

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What would you say is the key value-add that sets Tech Data apart from its peers?

I think it starts with the diversity of the portfolio. [CEO Rich Hume] (pictured) talks about three dimensions. [First], the global diversity we have. In fact, I think global diversity's becoming even more of a value proposition because a lot of our partners are trying to solve for global deployments of infrastructure refreshes in multi-region, multi-country environments. We're helping them with that business model, which is starting to accelerate even more today than ever before.

And then the portfolio diversity takes on two dimensions: the solution portfolio and the customer portfolio. And we think that that uniqueness gives us an ability to bring this value proposition across more markets and more customers and more vendors than historically or perhaps by comparison to others. And then you add the skills that we have, those that we had via Tech Data legacy and those that were acquired through Avnet, in addition to those we've added and accelerated across the next-generation technologies. When you put all of that together, it really calls for this new classification of Tech Data as solutions aggregator.

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