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Channel Management 

As an integral part of your team executing your mission, we can help you recruit and enable partners, develop revenue strategies, identify growth opportunities or create campaigns to drive customer and partner awareness and retention.

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Expand Your Reach—and Your Profits

Tech Data transforms your channel into a highly engaged and effective source for new customers and revenue. Leveraging our 40+ years of experience managing channel partners, we can help you acquire, enable and grow your channel to increase revenue while reducing complexity. Our goal is to help you expand your pipeline and confidently bring your products to markets around the world, so you can achieve your desired business outcomes.

channel management services channel growth

Channel Growth

Develop and grow the long tail of your partner community to drive higher revenues.

channel management services revenue per partner

Revenue per Partner

Identify the partners who are transacting and growing your business to maximize the effectiveness of your channel program.

channel management services partner satisfaction

Partner Satisfaction

Analyze proven satisfaction indicators to build greater partner relationships and increase engagement.

channel management services brand loyalty

Brand Loyalty

Build brand trust and loyalty by presenting a unified face for your brand with your Tech Data team functioning as an arm of your company.

Case Study

See how Tech Data helped one OEM with everything from product renewals and peripheral sales to new client outreach so they could focus on the road ahead.

Industry Drivers

Today’s rapidly transforming, global business environment has created challenges for Original Equipment Manufacturers (OEMs). As markets expand and change, opportunities for revenue can go unnoticed or untapped. You can leverage our multilingual staff to provide customized, cost-effective solutions for partners in underserved locations or segments, expanding your opportunities for growth, expansion and brand loyalty.

Partner Relationship Management Service Provider
Customer Experience
Channel Management Services Positive Experience

Create a better partner experience

According to CompTIA’s survey, insufficient pre- and post-sales support is the second largest reason a reseller drops a vendor partner program. Keep partners active and engaged in your program with data-driven strategies that leverage deep analysis of proven partner satisfaction indicators. Metrics include channel account manager calls, meetings attended, demo participation, certifications and more. It’s simple: You identify important KPIs and we’ll  manage and report regularly to grow partner relationships and actively build your channel.

Training

Help your resellers win more deals, generate opportunities and earn more with onboarding concierge services and insightful training sessions that showcase the value of your partner program. We’ll leverage a deep understanding of your products, partners and brand to provide insights into your latest technology so that your resellers can bridge the gap between good and great channel performance.

Enablement

Finding and recruiting the right partners is just the first step. Once we’ve brought them to your brand, we ensure they are successfully onboarded so they can succeed from the start. Then, we monitor their ongoing sales and achievements and stay engaged with their progress so they’re enabled throughout every deal.

Partner Support

Along with enablement comes the need for support. Your partners will have a clear escalation path and process to resolve any disputes quickly and efficiently. Whether they have a question about your products or your partner program, your resellers will reach a support representative that acts as part of your company, providing expert guidance and reliable support.

Feedback

Open a dialogue with every partner through Net Promoter Score (NPS) surveys that provide you insight about the reseller experience. Then, leverage that feedback to inform your ongoing strategy and fuel improvements that bring even more valuable partners to your program.

Analytics
Channel Management Strategy Planning

Deep insights across your channel

Increased visibility into the entire channel ecosystem helps identify areas for optimization, leading to performance improvements, cost reductions and better quality. Our team of data experts not only provides you with greater visibility across your channel, but also deeper insights with analytics-driven reports, analysis and recommendations. Using data, we continually monitor your progress, revisit your processes and help you update your strategies with informed, impactful improvements.

Reporting

Gain deep insights into your channel with business intelligence. With Tech Data on your team, you’ll have access to forecasting, pipeline, quote status and many other metrics. Choose from standard templates or take advantage of customized reporting that delivers the data that’s important to your business.

Dashboards

Get a better look at the status of your channel and never lose sight of where you are with easy-to-read dashboards. We’ll use multiple tools to configure your dashboards and show you whatever level of detail you need.

Heat Maps

You can use easy-to-read heat maps—visualized representations of your most current data—to make critical decisions in real time, understand your sales across every region and help your partners seize new opportunities as they arise.

KPI Tracking

Throughout every stage of channel management, we keep your mission in mind. We track performance and analyze the effectiveness of your channel against the Key Performance Indicators (KPIs) that are important to you. Through data-driven analysis, we continually tune partner engagement strategies to grow your channel in accordance with your priorities and business goals.

Optimization
Partner Relationship Management Optimizing Processes

Optimize your channel

Our team of experts, proven processes and best-in-class tools allows us to optimize your channel programs for greater market expansion and growth. Harness more than 40 years of channel management experience to enhance partner acquisition while continually aligning your extended sales force to your business objectives.

Assessment

Our team will evaluate your current partner program in relation to your business objectives. Once we understand your ecosystem and goals, we will design a solution to elevate your program that is tailored to your operations.

Best Practices

Our experience and specialization working with OEMs and their partners has resulted in an array of proven methodologies, but the industry continues to change. That’s why we continuously improve as we manage more channel partners and OEMs – so we can pass these best practices, benchmarks and optimizations on to you as you grow your channel.

Certifications

Our technical experts are certified across your product lines to support partner questions and training. We use proven methodologies, including DDI Continuing Education and Professional Certifications, The John Maxwell Company, FranklinCovey Inc., Sandler Sales University and other high-impact leadership team building approaches to deliver the highest standards of management excellence.

Partner Training

Your products and initiatives will include consistent training programs and updates, delivered by our dedicated onsite training department. Our cloud-based training system provides all content in an easy-to-use format and includes test results and training analytics.

Scorecard

Continued channel growth is derived from continual monitoring and improvement. After the execution of each program, our team provides a scorecard that highlights what worked and identifies areas for improvement. These quick references serve as the starting point for greater success with each new program.

Operations
Channel Management Services Reducing Complexity

Simplify operations

Our global operations, channel agnosticism and dedication to lifecycle management allow you to simplify operations with a single technology partner. With the reduction in administration and SG&A, you can focus your attention on your most strategic initiatives, while providing a streamlined experience that your partners will appreciate.

Global Operations

As an international distributor of IT goods and services, we understand globalization. Whether you’re already a global supplier or want to expand, we can help you operate worldwide with expert channel management capabilities built on top of global best practices.

Channel Agnostic

As an extension of your brand and team, we are agnostic, leveraging whichever distributor will best meet the unique needs of your partner community.

Multiple Languages

Today’s business world is global, and you may be missing out on potential revenue streams that are outside of your surrounding geolocation if you don’t have a multilingual team. Our colleagues can engage with partners and customers in English, Spanish, Portuguese, French and German. Additional languages are available upon request.

Back Office Support

You can relieve your team members from payroll management, accounting and finance, human resources and site management—so they can get back to creating value for your customers.

End-to-End Solution

Your Tech Data team can drive success into the entire customer lifecycle. From managing your channel to ensuring customer success to continued re-engagement from end to end, we help you grow your business on top of proven techniques and tools, data-driven analysis and ongoing updates to your strategy that keep you moving forward.

Channel Management Services Positive Experience

Create a better partner experience

According to CompTIA’s survey, insufficient pre- and post-sales support is the second largest reason a reseller drops a vendor partner program. Keep partners active and engaged in your program with data-driven strategies that leverage deep analysis of proven partner satisfaction indicators. Metrics include channel account manager calls, meetings attended, demo participation, certifications and more. It’s simple: You identify important KPIs and we’ll  manage and report regularly to grow partner relationships and actively build your channel.

Training

Help your resellers win more deals, generate opportunities and earn more with onboarding concierge services and insightful training sessions that showcase the value of your partner program. We’ll leverage a deep understanding of your products, partners and brand to provide insights into your latest technology so that your resellers can bridge the gap between good and great channel performance.

Enablement

Finding and recruiting the right partners is just the first step. Once we’ve brought them to your brand, we ensure they are successfully onboarded so they can succeed from the start. Then, we monitor their ongoing sales and achievements and stay engaged with their progress so they’re enabled throughout every deal.

Partner Support

Along with enablement comes the need for support. Your partners will have a clear escalation path and process to resolve any disputes quickly and efficiently. Whether they have a question about your products or your partner program, your resellers will reach a support representative that acts as part of your company, providing expert guidance and reliable support.

Feedback

Open a dialogue with every partner through Net Promoter Score (NPS) surveys that provide you insight about the reseller experience. Then, leverage that feedback to inform your ongoing strategy and fuel improvements that bring even more valuable partners to your program.

Channel Management Strategy Planning

Deep insights across your channel

Increased visibility into the entire channel ecosystem helps identify areas for optimization, leading to performance improvements, cost reductions and better quality. Our team of data experts not only provides you with greater visibility across your channel, but also deeper insights with analytics-driven reports, analysis and recommendations. Using data, we continually monitor your progress, revisit your processes and help you update your strategies with informed, impactful improvements.

Reporting

Gain deep insights into your channel with business intelligence. With Tech Data on your team, you’ll have access to forecasting, pipeline, quote status and many other metrics. Choose from standard templates or take advantage of customized reporting that delivers the data that’s important to your business.

Dashboards

Get a better look at the status of your channel and never lose sight of where you are with easy-to-read dashboards. We’ll use multiple tools to configure your dashboards and show you whatever level of detail you need.

Heat Maps

You can use easy-to-read heat maps—visualized representations of your most current data—to make critical decisions in real time, understand your sales across every region and help your partners seize new opportunities as they arise.

KPI Tracking

Throughout every stage of channel management, we keep your mission in mind. We track performance and analyze the effectiveness of your channel against the Key Performance Indicators (KPIs) that are important to you. Through data-driven analysis, we continually tune partner engagement strategies to grow your channel in accordance with your priorities and business goals.

Partner Relationship Management Optimizing Processes

Optimize your channel

Our team of experts, proven processes and best-in-class tools allows us to optimize your channel programs for greater market expansion and growth. Harness more than 40 years of channel management experience to enhance partner acquisition while continually aligning your extended sales force to your business objectives.

Assessment

Our team will evaluate your current partner program in relation to your business objectives. Once we understand your ecosystem and goals, we will design a solution to elevate your program that is tailored to your operations.

Best Practices

Our experience and specialization working with OEMs and their partners has resulted in an array of proven methodologies, but the industry continues to change. That’s why we continuously improve as we manage more channel partners and OEMs – so we can pass these best practices, benchmarks and optimizations on to you as you grow your channel.

Certifications

Our technical experts are certified across your product lines to support partner questions and training. We use proven methodologies, including DDI Continuing Education and Professional Certifications, The John Maxwell Company, FranklinCovey Inc., Sandler Sales University and other high-impact leadership team building approaches to deliver the highest standards of management excellence.

Partner Training

Your products and initiatives will include consistent training programs and updates, delivered by our dedicated onsite training department. Our cloud-based training system provides all content in an easy-to-use format and includes test results and training analytics.

Scorecard

Continued channel growth is derived from continual monitoring and improvement. After the execution of each program, our team provides a scorecard that highlights what worked and identifies areas for improvement. These quick references serve as the starting point for greater success with each new program.

Channel Management Services Reducing Complexity

Simplify operations

Our global operations, channel agnosticism and dedication to lifecycle management allow you to simplify operations with a single technology partner. With the reduction in administration and SG&A, you can focus your attention on your most strategic initiatives, while providing a streamlined experience that your partners will appreciate.

Global Operations

As an international distributor of IT goods and services, we understand globalization. Whether you’re already a global supplier or want to expand, we can help you operate worldwide with expert channel management capabilities built on top of global best practices.

Channel Agnostic

As an extension of your brand and team, we are agnostic, leveraging whichever distributor will best meet the unique needs of your partner community.

Multiple Languages

Today’s business world is global, and you may be missing out on potential revenue streams that are outside of your surrounding geolocation if you don’t have a multilingual team. Our colleagues can engage with partners and customers in English, Spanish, Portuguese, French and German. Additional languages are available upon request.

Back Office Support

You can relieve your team members from payroll management, accounting and finance, human resources and site management—so they can get back to creating value for your customers.

End-to-End Solution

Your Tech Data team can drive success into the entire customer lifecycle. From managing your channel to ensuring customer success to continued re-engagement from end to end, we help you grow your business on top of proven techniques and tools, data-driven analysis and ongoing updates to your strategy that keep you moving forward.

Channel Management Capabilities

Transform your channel into a highly engaged and effective source for new customers and revenue. We become an integral part of your team to execute your mission. Whether it’s recruiting and enabling partners, developing revenue strategies, identifying growth opportunities or creating campaigns to drive customer awareness and retention, we help you expand your pipeline and confidently bring your products to markets around the world.

Partner Acquisition

Our high-energy, expert team works as an extension of your brand to recruit or reengage your best-fit partners and onboard them to your partner program. Services include:

  • Channel creation
  • Partner identification
  • Partner recruitment
  • Partner activation
  • Partner onboarding
Partner Enablement

Find more customers, enable more partners and sell your products effectively and deliver value across your entire ecosystem  with sales planning and support, enablement tools and resources and our award-winning ExitCertified training and certification. Services include:

  • Training programs
  • Sales planning
  • Sales support
  • Tools and resources
  • L1-L2 customer support
Pipeline Generation

Proactively manage the success of your business with a sound growth strategy built on deep analytics that identify your best opportunities. We stay engaged to identify areas for revenue expansion, and we keep your partners and customers interested in your brand with enticing and relevant incentives and sales campaigns. Services include:

  • Analytics
  • Opportunity identification
  • Growth strategy
  • Incentives
  • Sales campaigns
Tech Data’s Channel Management Process

Business Outcomes-Driven Process

Tech Data’s global lifecycle management services offer end-to-end product and customer lifecycle services with one goal: freeing you to focus on the road ahead. We listen to you, then devise and implement creative solutions to tackle your challenges. Tech Data leverages its global service delivery capabilities to help you succeed and grow.

01

Listening

Tech Data’s Global Lifecycle Management Services team wants to know what you need. Share your goals, and we’ll find ways to help you achieve them.

02

Learning

We ask questions, challenge assumptions, use industry best practices and leverage four decades of experience to fully understand your challenges, so that we can develop the most effective solutions.

03

Design

We work with you to design the best solution that brings your goals to fruition. We leverage internal and external tools, systems and resources, and we consider your processes and tools to achieve optimal results.

04

Implementation

Our proven program implementation approach gets you up and running without disrupting operations. Technology enhancements, transition planning, expert support, exploration of adjacent transformation possibilities and process mapping ensure seamless implementation.

05

Results & Outcomes

Tech Data solves the unique challenges your business faces—reviewing results, gathering feedback and adapting as necessary to ensure we achieve the outcomes you expect.

Why Tech Data? For more than 40 years, we have been consistently in tune with customer needs, despite shifting market winds and changing technologies. Our world-class sales and support team brings deep expertise to every challenge you face—now and in the future. We’ll be here as long as you are.

50K+

25+

$5B+

Partner Relationship Management Services by Tech Data

"Tech Data was able to understand our business objectives, and their team was able to integrate seamlessly into our mission, Not only were they great to work with, but they helped us step up our sales and support game."

Director of Sales and Support - International Electronics Manufacturer

Resources

Top Four IT Channel Partner Problems E-Book

eBook

Top Four IT Channel Partner Problems

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We're on Your Team Channel Management Case Study

Case Study

We’re On Your Team

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Customers are asking for more every day. And we're here to listen.

It all starts with a conversation. So let's talk.

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