Tech Data's incoming senior vice president of U.S. marketing intends to focus on two core areas in his new role: SMBs and managed services.
Joe Quaglia, who was appointed Nov. 26, will oversee the operations and strategic direction of the distributor's product marketing and marketing services divisions, including channel marketing teams and eight Specialized Business Units. He also will be responsible for managing existing vendor partnerships and establishing new relationships.
Speaking to Channel Insider, Quaglia said he will look to expand the firm's sales and marketing into small and midsize businesses. "We've been public about our small-business focus, and now I want to overlay this with our sales and marketing and drive it with our vendors," he said.
Click here to read more about Tech Data's latest focus on renewals.
The second core focus, he said, is managed services. "We want to make sure we are channel-neutral with our managed services offering. We are not saying we are going to build a NOC and only offer our partners one set of solutions; we will offer our partners a choice. It is a very complex space, and it is up to us to make it simple for our VARs." Quaglia added that more programs are likely to be launched shortly to reflect these core focuses.
The distributor will also look to make strides in the managed services market through its engagement with firms such as Trend Micro and N-Able and is on the look-out to sign other vendors in the sector, he said. "We cannot just take a bunch of technology and shove it down our customers' throats and expect them to deliver managed services. We have to help VARs to deliver it and afford to deliver it, so we are working with our finance partners as well."
Quaglia joined Tech Data in May 2006 as vice president, East and government sales. He also spent 10 years at CA in various roles and executed regional channel strategies for the company.
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