Dutkowsky: VARs Lead the Way in New TechnologyBy Sharon Linsenbach | Posted 2007-11-16 Email Print
Tech Data CEO Bob Dutkowsky says solution providers drive future innovation and new technology.Solution providers often are able to drive innovation and new technology better than vendors or distributors, according to Bob Dutkowsky, CEO of Tech Data, and this is where the distributor intends to focus its efforts.
Speaking to The Channel Insider, Dutkowsky said: "Someone once asked Wayne Gretzky, the great hockey player, 'How did you become such a great player?' And Gretzky replied, 'I skate to where the puck is going to be, not to where the puck is.'"
Dutkowsky believes that Tech Data can follow the same strategy and gain a key edge on its competition simply by concentrating on marketplace innovation and new technology. Skating to where the puck isor, in other words, moving ahead of the technology curveis the key, Dutkowsky said, to moving in a direction that provides Tech Data partners with a cutting-edge supply of goods, high-velocity delivery and innovative services.
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The distributor's AIS (Advanced Infrastructure Solutions) division helps resellers by providing education, training and access to high-end products, which helps shorten the learning curve between when resellers are made aware of new products and when they are able to sell and implement those for customers, Dutkowsky said. "Every 45 seconds a new SMB [small and midsize business] is formed, and an SMB goes out of business every minute," Dutkowsky claimed. AIS is especially important for SMBs, since most VARs fall into that category, he said.