https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • 2022 MSP 501 Rankings
    • 2022 NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2023 Editorial Calendar
  • Awards
    • Back
    • 2022 MSP 501
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Technology Advisor 101 (TA 101)
  • Events
    • Back
    • 2023 Call for Speakers
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • 2022 MSP 501 Rankings
    • 2022 NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2023 Editorial Calendar
  • Awards
    • Back
    • 2022 MSP 501
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Technology Advisor 101 (TA 101)
  • Events
    • Back
    • 2023 Call for Speakers
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Agents
  • Cloud Service Providers
  • Channel Partners Events
 Channel Futures

Business Models


Tech Data's Shaun Shuler on stage at Tech Data Partner Summit 2018.

Tech Data: Financial Necessity Driving Partners to Embrace Third-Platform Technologies

  • Written by Edward Gately
  • November 6, 2018
Shaun Shuler, Tech Data's senior vice president of sales for enterprise solutions for the United States, talks about partners increasingly looking to add security, data analytics and IoT.

(Pictured above: Sales SVP Shaun Shuler on stage at Tech Data Partner Summit in Scottsdale, Arizona, Nov. 5.)

At long last, Tech Data‘s partners finally are accepting and ready to adopt third-platform technologies after seeing declines in their revenue and profit.  

That’s according to Shaun Shuler, the IT distributor’s senior vice president of sales for enterprise solutions for the United States. He welcomed attendees Monday at the start of this week’s Tech Data Partner Summit in Scottsdale, Arizona. The theme of the conference is “Transformation Awaits.”

Originally focused on big data and analytics, cloud, mobility and social, the third platform has evolved to include IoT, artificial intelligence (AI) and augmented-reality devices. The second platform is focused on the client/server system and remains a high priority for SMBs. Upgrading PCs remains a top priority for this market.

Rich Hume, Tech Data’s CEO, told attendees his company is focused on hybrid cloud, with “compelling” relationships with Amazon, Microsoft and IBM Cloud, as well as analytics and IoT. The company’s strategy is investing in next-generation technologies, strengthen its end-to-end portfolio of products, solutions and services, transforming digitally and optimizing its global footprint.

“Everything has to drive a better result for our customers,” he said.

In a Q&A with Channel Futures, Shuler talks about all the changes partners are dealing with and how his company is helping partners adapt to new business models.  

Channel Futures: Tell us about your role with Tech Data.

Shaun Shuler: If you think of the legacy technology solutions partner base, that is the customer base that my sales team works with. So I have inside sales and field sales for the United States. I’ve been with Tech Data for 13 years … and I was with Arrow Electronics for seven years prior to that, so in distribution for about 20 years.

CF: How is digital transformation impacting your business? 

SS: There’s so much going on right now in the overall customer base and we really are thinking through what is next, and our partners are driving us to what is next. We’ve been talking about digital transformation and this move to third platform for the last probably seven years … and really at the Partner Summit a year ago it was really when partners came back to me and said, “Hey, this whole cloud and security, and IoT and analytics, it’s now affecting my business” … they started seeing some revenue and profit declines, which then impacted business. So we’ve had these really robust conversations over the last year as we’ve transformed our business and moved into just a better motion with each of our partners because they are very intentional about how we can go make money in the cloud, how to partner in the cloud, how Tech Data through StreamOne and our digital platforms can help them accelerate their success, and how they can wrap their services around the cloud business. So it’s been really fun having those conversations, and then much more intentional conversations around security, data analytics and IoT than we ever have had before. So this last year really feels like, “OK, now we are going forward and everybody’s embracing the third platform. At the same time, we have to pay the bills and still a lot of hardware, software and services are being sold and consumed throughout the ecosystem. It’s kind of fun to watch this evolution go.

CF: So everything is continuing to grow, as opposed to demand for some technology waning?

SS: We’re really seeing all of it continue to grow, and we had a customer of ours, as an example, sell a cloud solution to a big pharmaceutical company and it’s just now getting processed and it’s going to result in $200,000 in monthly recurring revenue, and they believe that will grow up to $500,000-$600,000 over the next 18 months. That type of intentional change into monthly recurring revenue is so impactful on our business and we’re so excited to see that because this is exactly what we’ve been talking about. It’s important for customers to have that sort of base and it’s really important for us to be able to have that as well.

CF: In terms of needing to change and adapt, is it a combination of partners relying on Tech Data and in turn Tech Data relying on those partners?

SS: Absolutely. I love the word partnership and I think that is so important. It’s a three-legged partnership and it has to be with our vendor community, all of the vendors, no matter how they go to market — and our customer base. That very intentional relationship between the three of us is making a difference at the field level. I have a customer right now – a very large reseller – who actually came to us and said, “We want your client execs, our field sales team, to be engaged in some growth projects that they have around some specific vendors.” And this is the type of engagement or entanglement that we are doing, and it’s a big investment on Tech Data’s part to have execs that go out to the marketplace in a brand-agnostic way, but go to drive line-of-business and business solutions on behalf of our partners. The best part of that for me was our partners asking us to be in the meeting with their end customers. And I don’t think there’s any better compliment than knowing we are in a partnership where we need to be there alongside one another, taking cost out of their model and helping them grow, and yet still being a great partner in the overall ecosystem.

CF: Are you seeing a lot more interest in and acceptance of third-platform technologies?

SS: There is a great deal more … and we made heavy investments in that, so we were truly betting on the future in doing that, and I believe that future is now and it’s starting to pay off. All of the messaging and marketing, and real work that we have done — our Practice Builder program is really robust; we have taken that out to many of our partners and our partners are building practices around security, around analytics and around IoT because of the expertise and really the thought leadership that our team within each one of those next-generation platforms take them forward. So it’s a very repeatable process and very important for us to move forward.

CF: Is this conference a big opportunity for you to hear from partners? What type of feedback are you looking forward to hearing?

SS: I’m looking forward to hearing the real feedback. There [are] a lot of things that we’re doing well, but there [are] so many things that are opportunities that we can do far better. I’ve been in four customer meetings already this morning before the main stage, and in every one of those, we had a list of things that we’re doing and operational excellence, and the great thing was there was a time where we weren’t as efficient operationally, and we have corrected that and invested in our inside sales capability. Now we are being more strategic. So it’s really fun to get into the conversations with each of our partners about where we’re going. We have a couple of customers here recently that have talked to us about the challenge of their sales force and how they transformed their business because the sellers that they currently have … are staying in the same sales motion as they always have in the second platform. They don’t even know how to go sell in the cloud or in next-generation technologies. So either training your sales force differently and maybe segmenting that, or potentially setting up different companies under the same umbrella to go drive those results.

CF: What do you hope partners learn and can make use of when they get back home?

SS: This is a lot to consume. We throw all of these facts and figures and everything out there, and it does make your head spin a little bit because we all know that we need to transform; we’ve heard that word so often, and sometimes it’s overused. But it’s true in everything that we’re doing. We are going to come out of this with actions in the one-on-one meetings that we have with each of our customers, and we have put together a business plan. That’s why we invest in the client executives to work with each of our customers to know their strategy so that we’re not bringing something that doesn’t go along with their strategy. So it’s our strategy collectively, but it fits into our vision, and by developing those plans together, my hope and my thought is that we will execute and we will drive new business and new ways, while still growing out the second platform, which is still very robust and is still growing right now.

Tags: Agents Cloud Service Providers MSPs VARs/SIs Analytics Business Models Cloud Digital Transformation IoT New/Changing Channel Programs Security Strategy Technologies

Most Recent


  • Is 2023 the Year of Churn for the Channel?
    Help protect your business' valuation and bottom line as you learn ways to avoid churn and retain customers.
  • New direction
    Deal to Buy Unify from Atos Seals New Direction for Mitel, CEO Explains
    The deal also includes a role for RingCentral.
  • Momentum
    Microsoft Security Now $20 Billion Business with 'Tremendous Momentum'
    One analyst says there's few legitimate obstacles in its path for further growth.
  • Intelisys Pre-AMP'd Marketing Forum
    Intelisys, Suppliers, Agents Take Aim at the Partner Marketing Gap
    Marketing is historically a second thought for the sales-focused world of technology advisors.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • edge computing
    'Challenging Results' for MSPs in Channel Futures' Exclusive Quarterly Survey
  • Do Master Agents Need a New Name?
  • Fortune 500 2021 logo
    AT&T, Microsoft, Verizon, More Tech, Telco Companies Make Latest Fortune 500
  • thumbs up
    FireEye Channel Partners to Benefit from Products Business Sale

Upcoming Events

View all

Channel Partners Conference & Expo

May 1, 2023 - May 4, 2023

Channel Partners Europe

June 13, 2023 - June 14, 2023

Channel Futures Leadership Summit

October 30, 2023 - November 2, 2023

Galleries

View all

Deal to Buy Unify from Atos Seals New Direction for Mitel, CEO Explains

January 26, 2023

Intelisys, Suppliers, Agents Take Aim at the Partner Marketing Gap

January 26, 2023

Ivanti: Everyone Should be Concerned About ChatGPT and Cybersecurity

January 25, 2023

Industry Perspectives

View all

Make the Most of the Gift of Time in 2023

January 25, 2023

Strong Partnerships Ease Challenging UPS Upgrade

January 24, 2023

The Advantages of Managed Networking and Security During Economic Uncertainty

January 5, 2023

Webinars

View all

Next-Generation MSP Platform: The Building Blocks for Your Business

February 15, 2023

Security Secrets of the MSP 501: How to Be a Cyber Leader in 2023

December 15, 2022
  • 1

Cybersecurity Certifications: Their Evolving Role in the Fight Against Increasing Attacks

December 13, 2022

White Papers

View all

Overcoming Your Endpoint Security Limitations with a Skeleton Crew

October 25, 2022

Embracing the Zero Trust Mindset For Endpoints

October 24, 2022

Endpoints are the Destination

October 24, 2022

Channel Futures TV

View all

Coffee with Craig and James Episode 117: Cato Networks, Video Killed the Podcast Stars

Retired Astronaut Capt. Scott Kelly Previews His CP Expo Keynote

December 21, 2022

Fusion Connect Eyes Future with Intrado UC, Managed Network Customers

September 23, 2022

RingCentral Focused on Hybrid Work, Microsoft Teams, Other Integrations

September 23, 2022

Twitter

ChannelFutures

.@channelsmart says plan and boost client #retention efforts to reduce #churn. dlvr.it/ShXvhj https://t.co/4jyHPCjTBn

January 27, 2023
ChannelFutures

The CEO of @Mitel discusses the likely outcomes of buying @Atos Unify. Note: @RingCentral will play a role post acq… twitter.com/i/web/status/1…

January 26, 2023
ChannelFutures

.@msftsecurity surpasses $20 billion in annual revenue, analysts say it's a formidable #cybersecurity market conten… twitter.com/i/web/status/1…

January 26, 2023
ChannelFutures

The adoption of cloud-based services ☁️ has spiked in the last few years and is among the top growth segments. See… twitter.com/i/web/status/1…

January 26, 2023
ChannelFutures

[email protected], @NICECXone, @lumencpp, @CiscoPartners joined @IntelisysCorp and partners for a day of marketing worksho… twitter.com/i/web/status/1…

January 26, 2023
ChannelFutures

.@IBM and @SAP announce #layoffs of thousands of employees dlvr.it/ShV2VY https://t.co/7QK1YqVpwa

January 26, 2023
ChannelFutures

#MSPs can boost #Channel business if they personalize the #DigitalExperience for partners, says @AvePoint.… twitter.com/i/web/status/1…

January 26, 2023
ChannelFutures

Consider mental health in the context of DE&I. Create safe spaces where employees can feel comfortable being who th… twitter.com/i/web/status/1…

January 26, 2023

MSP 501

The industry's largest and most comprehensive partner awards program.

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Galleries

Educational slide shows and images from live events.

Media Kit And Advertising

Want to reach our audience? Access our media kit.

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Events
  • Telecoms.com
  • MSP 501
  • Black Hat
  • IoT World Today
  • Omdia

WORKING WITH US

  • Contact
  • About Us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2023 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X