New sales enablement offerings introduced in the last year seek to teach partners how to have such conversations, and they’re just one way Tech Data is working to help partners make the transition into endpoint solutions. The company is also supplying subject matter experts to assist with presales requirements gathering, providing outsourced installation and integration services to channel pros without those skills, and introducing programs like its Tech-as-a-Service offering, which allows customers to buy solutions through monthly subscription payments rather than large capital outlays, while paying partners their share of the deal upfront.
(Tech Data executives discussed efforts to accelerate adoption of Tech-as-a-Service with ChannelPro at the symposium this week.)
Endpoint lifecycle management spanning from just-in-time inventory to end-of-life asset disposal is also available. Tapping into those resources, according to McClure, can help partners free up the money they’ll need to remake themselves as solution specialists.
“I still think there’s a lot of upside opportunity for us in helping partners recapture working capital to go reinvest in the business,” he says.