Monday Morning Impact – November 20

Tech Data Introduces Partner Methodology Supporting Next-Generation Technologies

Tech Data introduced its new Practice Builder methodology, designed to minimize risks for allied channel partners moving into next-generation technology markets like cloud, security, IoT, analytics, and mobility.

“As Tech Data strengthens its commitment to helping our customers transition from second- to third-platform technologies on their journeys through digital transformation, businesses are constantly looking for ways to scale their resources, skills, and investments efficiently so that they can enhance the overall customer experience,” said Jeff Bawol, senior vice president, Enterprise Solutions, Americas at Tech Data. “Our Practice Builder methodology empowers solution providers to build new or enhance existing technology practices that differentiate themselves in the marketplace, allowing organizations to meet goals, sustain revenue growth and offer the right combination of specialized solutions and services to develop a competitive advantage and produce better business outcomes.”

The methodology is based on five key phases:

The Strategy Development phase focuses on the current business and recommends the best ways to move forward using detailed roadmaps. The Training and Enablement phase affords partner-facing employees the ability to get the necessary certifications and training. The third phase ensures the development of an integrated marketing strategy. This is followed up by a thorough examination of service delivery opportunities from pre-sales to managed services. Finally, the Sales Execution focuses on recommending the right tools and support activities to help the organization successfully execute on its strategy.

Channel Impact^®
Providing a customized approach designed to accelerate growth in each technology area, the Practice Builder methodology will likely help Tech Data partners and even end customers, to extend their capabilities without the ramp-up time and resources traditionally required to develop in-house expertise.

Big Switch Launches Global Partner Program

Big Switch Networks, based in Santa Clara, California, has launched a new two-tiered partner program intended to stimulate company growth and open new markets for its products, leveraging the principles of software-defined networking coupled with a choice of industry-standard hardware.

The value-based program features incentives and rewards aligned to partner investments in solution training, certifications, demonstration ability, and professional services.

“We are launching the partner program to ensure that we can provide partners with a structured framework around training and certifications as well as financial incentives and marketing opportunities,” said Susheel Chitre, VP of Business Development at Big Switch Networks. “We have designed the program to be inclusive for all partners irrespective of whether they source Big Switch solutions from our switching partners, Dell EMC, HPE, Edgecore Networks, or our Value Added Distributor partners.”

There are two tiers to the program. The Authorized partner level is open to all partners who are currently reselling either Dell EMC or HPE, or by signing a Big Switch VAR agreement for selling Edgecore + Big Switch solutions. The Authorized Partner requirements are minimal, to encourage interested VARs to get familiar with Big Switch solutions.

The Premier partner level adds additional requirements including specified numbers of certified sales and engineering employees, hosted demo labs, and quarterly minimum volume requirements. Benefits associated with Premier level include rebates, marketing support, and qualified leads.

Channel Impact^®
The program helps to provide partners with a new opportunity for differentiation in the SDN space.

Ingram Micro Expands PoS Capabilities with Phoenix Group Acquisition

Ingram Micro has acquired the Phoenix Group, a St. Louis-based specialty distributor of point-of-sale (POS) technology for the U.S. and Canadian electronic payments market.

“This acquisition increases our capabilities and market share in the fast-growing, high-value electronic payments space,” said Jeff Yelton, vice president and general manager, Advanced Solutions, Ingram Micro. “The Phoenix Group has earned all major network, PCI and P2PE certifications, which opens up new opportunities for Ingram Micro’s customers to grow their businesses in the POS market. The Phoenix Group’s capabilities also provide our partners with immediate access to the payment processing keys necessary for electronic payments, a capability unmatched in the channel; the ability to maintain and upgrade those devices; and access to next-level POS technology.”

“Combining our assets and expertise with a global industry leader like Ingram Micro allows us to deliver greater value to our customers and partners to help accelerate their business success in an industry that continues to grow in scope and demand,” said Scott Rutledge, former CEO of The Phoenix Group, who will remain with the company. “Additionally, this combination provides significant benefits to our customers who can now access Ingram Micro’s end-to-end solutions portfolio, including lifecycle services, cloud-based offerings, and a world-class supply chain.”

Terms of the agreement were not disclosed. The Phoenix Group’s management team and associates will operate as an integrated division of Ingram Micro.

Channel Impact^®
The Phoenix Group also brings to the table authorized repair facility capabilities for VeriFone, Ingenico, MagTek, RDM, PAX and TechTrex, and immediate access to new customers and sales channels, including into Canada.