Accelerating Cyber Security business for IT distributor

As Business Manager for Tech Data, leading IT-distributor, I led the development and growth of a cross-BU IT Security value proposition in value of a recurring euro 50M.

Situation: The role of distribution is changing. Where it used to be mainly about providing resellers with attractive rebates and fast delivery times of physical products, Cloud is the big game changer. Digitization of business is not only changing the world for companies at a rapid pace, its is bringing resellers and distribution new opportunities and challenges. Service provisioning from the cloud is far more complex, ICT failures can easily disrupt business processes, cybercrime is on the lookout, and privacy regulations are making ever-greater demands. In this changing world Distribution has the opportunity to act as a true expert and trusted advisor to its partners more and more.

Challenge: Despite the fast growing market, its traditional leading market position, broad portfolio and considerable resources, Tech Data was unable to profit sufficiently from the developments. The ambition of the Dutch management was to turn this around and become thé value add IT-distributor of the Netherlands.

Approach: With focus on customer value, a partner enablement program has been developed allowing IT service providers to provide their customers with multi-vendor IT security solutions in combination with the Tech Data expertise, training and managed services.
Internally, in order to achieve agile collaboration across the units, the IT-Security unit has taken on an umbrella role in incrementally developing the program.