Tech Data is increasing support around its Click to Run cloud solutions given the strength of demand for the services in the first half of the year.
The distributor is expecting the demand for its four most popular services – Microsoft Windows Virtual Desktop (WVD), the Secure Score risk assessment framework, and both Backup and Disaster Recovery solutions built upon Veritas and Veeam, to continue to increase across the rest of this year.
The firm has already seen triple-digit growth in the sales of those services, and partners have sold more than 100 solutions in the first six months of the year. Tech Data reported that it had a decent pipeline and more partners were getting involved, which justified adding more support for resellers looking for help with go-to-market strategies.
“We’ve been taking a technically led approach with these solutions, and we’ve seen significant successes with all four as a result,” said Andy Brown, services director of advanced solutions at Tech Data, UK and Ireland. “As Click to Run solutions are pre-configured and integrated, they are fast to deploy and deliver faster time to value.
“We are now ready to help more partners capitalise on that, and deliver extremely good and cost-effective solutions for their customers, thus driving up their own consumption revenues and monthly income stream,” he added.
Tech Data has been developing a blueprint for engagement on the Click to Run solutions to give partners a consistent approach, and the plan is to add more solutions to the technical practice over the next few months.
The idea is to give those resellers looking to increase their involvement with cloud services a chance to dip their toes into the water without high levels of up-front investment.
More support for cloud services
Matt Child, managing director of advanced solutions for UK and Ireland at Tech Data, said it was putting money behind its efforts to give more support to the cloud services.
“We have made a strong investment to deploy a team of 11 technical experts aligned to our cloud business,” he said. “This ensures that our customers can get a good understanding of all of the features and benefits – both technically and commercially – in deploying our Click to Run solutions.
“Having technical people engaged earlier in the sales cycle has reaped dividends as the market wakes up to the fact that the IT environment is more multi-faceted than ever before and as such, technical skills and competencies have never been more needed,” said Child.
Just yesterday, research from Konica Minolta and Keypoint Intelligence identified how the coronavirus pandemic had impacted SME customers and revealed it had accelerated the adoption of digital services by users.
“The challenge of remote working has certainly spurred digitisation efforts overall,” said Olaf Lorenz, senior general manager of the digital transformation division at Konica Minolta Business Solutions Europe.
“In 65% of organisations, decision-makers said the pressures of the pandemic had accelerated their journey towards greater digitisation,” he added.