Helping partners understand that will be a major point of emphasis for Tech Data this year. “We’re going to blanket the market with education and awareness,” McClure says. “It’s going to be literally an all-out blitz.”
Training resellers who’ve adopted TaaS to explain the program’s benefits to customers will be a priority for 2019 as well, according to Rendleman. “The more enablement we can offer the partner to help them have the conversation, the more sense it will make to the end customer and the faster the adoption will be.”
Tech Data has other efforts in the works for as-a-service newcomers too, including a “bill on behalf” offering that will allow resellers to offload monthly invoicing for TaaS deals to Tech Data.
“One of the big challenges our partners have is the whole back office change in accounting to go from sending a bill that is due 30 days from the time that the bill is sent to sending a bill every single month to every single customer,” Rendleman observes. Relieving them of that burden will make adopting TaaS easier and more attractive.
Other distributors are talking up as-a-service purchasing with their partners as well. SYNNEX Corp. for example, highlighted its device-as-a-service program last month at the spring 2019 meeting of its Varnex partner community. HP Inc. did the same at its recent Reinvent conference, during which it also unveiled a new security-as-a-service offering for DaaS buyers.