The key to profiting in endpoints these days, Tech Data contends, is selling solutions rather devices. The key to selling solutions, in turn, is first investigating a customer’s business needs and then identifying hardware and software that will meet those objectives.
“It really changes the conversation from ‘I need this many devices. What kind of margin can you give me?’ to ‘let’s help solve the customer’s problem,’” says Linda Rendleman, Tech Data’s senior vice president for endpoint solutions in the Americas.
Newcomers to such conversations usually don’t know all the questions to ask or options to consider, however, so Tech Data provides access to a team of presales specialists who do. Partners who pull them into deals enjoy higher win rates too, which is why Rendleman plans to add as many more of them as she can afford to this year.
“Wherever I get any dollar of investment for resource, that’s where I put it for sure,” she says.
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