While much of today’s buzz is around next-gen technologies, Tech Data’s Linda Rendleman (pictured), senior vice president of product marketing, endpoint solutions, reminds partners that “there’s an endpoint at the end of almost every one of those solutions, and we can help you make more money on the endpoint side by building it in as part of the solution rather than just keeping it something separate.”
Also, partners need to overcome the stigma that endpoint devices are a low-value area of the business. Tech Data, she says, wants to help partners understand where the opportunity is.
First, she says, understand how a customer is going to use a particular device. “They are going to need all the accessories that go with that device … and those are all things that are generally higher margin than the device itself. And then what kind of service can be included in that, and the service is really what makes any opportunity a higher profit opportunity.” Services could include carrier activation or lifecycle management, for example.
Tech Data has been working to redefine go-to-market strategies in the endpoint space, she says. “The best example is our tech as a service offer. It’s essentially being able to bundle hardware, software, [and] services into a single monthly subscription.”
Rendleman adds, “I think that helping [partners] understand positioning the value of endpoint as part of a solution is a big part of the play there.”
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