Tech Data Empowers Partners to Become

Sundaresan K.
Senior VP and Country GM, India and ANZ, Tech Data

“Our investment centres on three areas: geographic expansion, technical enablement to help partners scale, and access to key technologies. The aim is a sizable, intelligent partner ecosystem across AI, cybersecurity and cloud. In India, growth is moving beyond the major metros. Many partners are expanding from hardware into cloud, cybersecurity, AI and managed services. We expect cloud and cybersecurity to keep driving channel growth, with AI remaining a strategic priority. Our focus is to help partners become strategic advisors. That means helping partners plan, deploy and improve their technology, with ongoing support to deliver measurable business results.

STRENGTHENING PARTNER TRUST
We believe distribution must go beyond commercial support. It has to actively guide partners as they scale and deliver the outcomes their customers expect.
Partners stay in control of their business. Our StreamOne powers the end-to-end cloud customer journey, combining seamless onboarding and billing with configurable pricing and real-time program eligibility. PartnerFirst adds transparency with live order tracking, downloadable invoices, accounts receivable tools, and AI-powered sales insights. We work closely with our vendor partners to facilitate deal registration, helping partners secure protected pricing, vendor support, and improved deal competitiveness. As a distributor, Tech Data does not compete with its partners for end customers and maintains strict confidentiality of partner pipelines and customer information, fostering trust and enabling partners to pursue opportunities with confidence.”

ENABLING PARTNERS
We tailor our support to each partner’s capabilities. Learning curves differ from market to market, so we build global go-to-market plans and execute them locally. We help partners build their capabilities through product demonstrations, solution testing and expert guidance, with pre-sales and post-sales support. Through our Tech Center of Excellence and Solutions Factory, partners can co-innovate and develop use cases. They also get architecture planning, pre-sales expertise, and ready-built multi-vendor solutions. Our Destination AI framework and Tech Data Digital Practice Builder (Channel Academy) provide skills development, planning and technical support to help partners turn AI interest into practical deployments. Digital Practice Builder (Channel Academy) offers free, on-demand training on top of this.”