Cisco harmonizes distribution strategy with Tech Data EMEA

The move strengthens the logistical capabilities, customer account management and product marketing capabilities of Tech Data across the EMEA region, including countries in the Middle East.

"Tech Data and Cisco have a long term strategic partnership that results in tangible benefits for our customers in all of the countries we service around the world," commented Steve Lockie, managing director of Tech Data. "Our global partnership with Cisco allows us to implement distribution strategies that are consistent and meet our global best practices, yet can be customized to meet the needs of each region individually."

Earlier in June this year, a team of 17 salespeople from Tech Data achieved qualification as "Cisco Sales Experts" in an initiative that ensures that Cisco products are specified correctly and are the most appropriate solution for customers with small and medium sized networks. Tech Data has been distributing Cisco products for five years, and currently has coverage in 15 countries in Europe, and all major centers in the Middle East.

Roger Levenhagen, marketing manager at Cisco Middle East said: "Tech Data is an important global partner for Cisco - we welcome the increased focus that the establishment of the Cisco European Division brings. As a Cisco Distribution Partner, Tech Data plays a key role in our new distribution strategy across this region. We work closely with them to ensure that the benefits of the authorized Distribution Partner programme are maximized throughout the world, supporting our resellers to provide better service to customers with Cisco networks."
The new business structure allows increased efficiency and faster time to market, improves availability and product portfolio, and allows local sales and support organizations to concentrate on active customer support.

The harmonization of the Cisco operation will also enable Tech Data to develop more specialized services for Cisco resellers and grow its business even more, says Lockie. "During the last 12 months we have increased our Cisco business across the region at a much faster rate than the overall Cisco market. The establishment of the European Cisco Division will help us to increase our growth, and to increase the value added services we can provide to meet our resellers' needs. This business model is also well in line with Cisco's new distribution strategy, which emphasizes the role of distributors in adding service and support capabilities to the reseller channel."

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