Tech Data Services Desk Aims to Ease After-Care Deals

The ultimate goal of the Services Desk, according to Tech Data officials in Clearwater, Fla., is to keep resellers from leaving money on the table by helping them tap into the higher margins and recurring revenues well-crafted service agreements can provide. The Tech Data Services Desk specialists will help VARs research prices, develop quotes, and process orders and renewals in order to develop and maintain profitable customized services agreements, officials said.

Resource Library:

"Custom contracts require real services expertise," said Barb Miller, Tech Data's vice president for government, technical and integration services. "It's not as simple as asking, 'Do you want services with that?' There are a lot of questions to ask that sales often isn't prepared to handle. On top of that, there's the matter of registration—marrying up serial numbers with specific care packs. This is information and expertise we already have."

Click here to read about Ingram Micro's extended service plans.

Soft-launched three months ago, the Services Desk has already increased sales of Hewlett-Packard and IBM Services at Tech Data. Officials said they plan to add support for more manufacturers in the coming months.

Miller said the Services Desk can respond to specific requests from VARs as well as make suggestions for services plans based on contract specifications. "We see our role as being there to help resellers take advantage of these services opportunities any way we can, from initial contract purchase through registration and renewal."

Tech Data's Service Desk debut coincides with the recent launch of the distributor's free MyOpportunityTracker tool, designed to help VARs stay on top of renewal dates for their outstanding manufacturer service agreements and warranties. Tech Data also recently enhanced its TDOnCall services suite to give VARs better access to replacement parts for desktops, laptops, routers, servers and printers.