Tech Data Canada has rolled out an SMB-focused reseller program that provides custom reseller rebate contracts, a reseller conference and access to discount vendor programs.
Dubbed TechSelect, the marketing program, which follows in the footsteps of a similar program in the U.S., gives vendors
and resellers a chance to network and a forum to discuss how to expand their businesses together.
Tech Data Canada recently unveiled the program to select resellers in Quebec and Ottawa at the company’s annual Get Connected conference in Mont Tremblant, Que. Other conferences are planned for Whistler, B.C. in February and Deerhurst, Ont. in October.
The company plans to introduce the program to other resellers in the West, in the Maritimes and in Ontario, says Greg Myers, Tech Data Canada’s vice-president of marketing. “”The whole intent of the program is to build out a community, a network of resellers that is national so we have representation in all major geographies.””
Myers says Tech Data will remain in a reseller recruitment phase for the next two quarters. “”One of our approaches is to initially identify a group of founding members (roughly 12) across the country, and then the project people here will be working with the founding members to clearly define the charter for the community, a lot of the criteria for membership and its objectives.””
To date, target resellers will have revenues between $500,000 and $10 million derived from small to mid-size businesses and with a combination of hardware, software and service.
And while the company is targeting SMB-focused resellers, Myers says Tech Data doesn’t want to pigeonhole the type of resellers interested in coming to the table. “”You may have a half a dozen that are security experts, you may have half a dozen that are wireless experts, you may have some that are industry-standard, server network infrastructure specialists. So it’s not so much the individual profile that can be well defined.””
Instead, the TechSelect goal is to attract resellers with a set of attributes the community needs, he says. “”Resellers come in a lot of different shapes and sizes with different services, hardware and software mixes, so it’s not so much a cookie cutter approach, but how do we integrate a community of resellers across the country that have complementary values, skills and capability.
“”The whole nature of the community is that best practices can be shared and discussed, obstacles for success can be discussed and strategies for overcoming can be discussed.””
He says Tech Data wants to attract about 50 to 75 resellers spread across the country in all major and minor markets. There are 270 resellers in the U.S. program.
