“Our Partner Program Help Partners Cultivate New Business Opportunities”

By: Rajeev Ranjan
March, 17, 2020

In today’s dynamic market scenario, managing distribution of technology products and solutions for any brands are very challenging as India is a very diversified country. There are very few distribution houses in India who have excellent strength and resources to tackle such complex job. Tech Data, the most trusted global distribution company, brings all these qualities in legacy. In short, Tech Data connects the world with the power of technology. The company has been leading the distribution market in India since last so many years and is successfully serving all major technology brands currently. DT recently interacted with Sundaresan Kanappan, Vice President and Country General Manager, Tech Data and came to know about Tech Data’s business and channel plans in 2020.  

Q: How successfully you achieved your growth in distribution business in CY 2019?

A: We recorded very encouraging growth in fiscal year 2019. Tech Data’s worldwide sales grew 11 percent to more than $37 billion. In Asia Pacific, net sales were $1.2 billion, an increase of 14 percent compared to fiscal year 2018.  

Q: What is your entire business plan for year 2020?

A: Our strategy is to deliver higher value to our channel partners and to reinforce our position at the centre of the IT ecosystem. We shall continue to focus on facilitating digital transformation which is creating immense opportunities for businesses today.  Some of the key technologies include big data and analytics, Artificial Intelligence, the Internet of Things and next-generation security.  We will continue to support our partners and vendors who are leading the charge by embracing these technologies to transform their businesses, becoming more efficient and agile and driving high-growth opportunities.

Q: What are your four key business strategies which is driving company’s overall growth?

A: As we evolve our business in anticipation of what’s next, our strategy evolves too. Our strategic focus is based on moving to higher value and has four pillars:

  • Investing in next-generation technologies: hybrid cloud, data (analytics, IoT), security and services
  • Strengthening our end-to-end portfolio: enhancing our partner, vendor and solutions portfolio, and consumption models
  • Transforming Tech Data digitally: Through process redesign, automation, advanced analytics and user interfaces
  • Optimizing our global footprint: driving services, support, and business optimization

This strategy is made successful with the skills and talent of our great people. 

Q: How do you see overall post sale support from vendors? How do you work with them to assure best service support to customers? 

A: The overall support services from vendors are satisfactory and we aim to work with them to enhance their offerings for the India market. At Tech Data we partner with our vendors to create special programs which help both retain partners and enrich their post-sales experience. In partnership with our vendors, we undertook customer satisfaction surveys, partner recognition programs, and build dashboards to measure improvements over time. Tech Data supports over 1,000 vendors worldwide, and partners with the most appropriate ones to drive growth for the Indian market.

Q: What new measures we can see from your side in year 2020 to further enhance your channel connections?

A: Tech Data’s Partner Program is a great platform that helps partners cultivate new business opportunities. With Tech Data’s sales and technical enablement support, it offers value-added products to expand our partner base and drive profitability. In line with our growth strategies we are focused on improving the partner journey. This is enhanced by our solutions specialist approach which enables our partners to capitalize on the high growth, next-generation technologies that are redefining the future. Partners can engage our dedicated solutions specialists and leverage their in-depth expertise to develop complete data center, cloud, analytics, artificial intelligence, security and IoT solutions.

Being Bit Personal

  1. Your Strength:People Management, Handle tough situations.
  2. Birth Place: Madurai
  3. Favorite Book: I am no angel
  4. Business Icon: R Srinivasan
  5. You can’t live Without (3 things): Cricket, Indian food and travel.
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