Tech Data hopes to expand the program to all partners as well as offer it in other regions.

Lynn Haber

December 3, 2020

3 Min Read
Online Training

Tech Data public sector partners in the U.S. will benefit from a new deal with AWS that allows the distributor to offer the AWS Partner Transformation Program (PTP), the company announced on Wednesday.

AWS PTP is a comprehensive assessment, training and enablement program. It’s designed to help AWS Partner Network partners with their cloud practices.


Tech Data’s Stacy Nethercoat

“In delivering PTP, Tech Data’s partners will be able to leverage its insights from working with the world’s foremost cloud hyperscalers such as AWS,” said Stacy Nethercoat, senior vice president, cloud solutions, Americas for Tech Data. “PTP also offers Tech Data partners a tremendous opportunity to collaborate with a multi-disciplinary team of expert consultants working in conjunction with their Tech Data and AWS account teams to quickly gain a competitive advantage in the public sector marketplace through an AWS-enabled cloud business.”

In August 2018, AWS announced the AWS Public Sector Partner Transformation Program. The program promised to help partners:

  • Accelerate business growth by unlocking additional revenue opportunities.

  • Enhance credibility through defined and validated cloud capabilities.

  • Build a robust go-to-market strategy with AWS to stand out to customers.

  • Differentiate their practice for a competitive edge in the market.

  • Become eligible for advanced resources, programs, tools, and support.

The Tech Data Touch

In November 2020, AWS extended AWS PTP to commercial partners due to growing interest and demand.

“We are exploring the possibility of delivering the AWS PTP experience beyond Public Sector in the U.S. for commercial partners as well as expansion into other regions,” said Jeff Salanco, cloud go-to-market director at Tech Data.

At this time Tech Data will add value to AWS’s PTP methodology in a couple of ways. First, Salanco points to the company’s diverse network of subject matter experts. These experts will work with partners on cloud best practices across five key domains. These domains include support of technologies and vendors complementary to AWS, such as VMware. The second area where Tech Data adds value to the AWS training is in its Agile Enablement Sprint Methodology. This methodology is deployed as part of the post-workshop action plan driving customer adoption and change management.

DLT Solutions Role

Tech Data will collaborate with DLT Solutions, a government technology solutions aggregator it acquired in December 2019, on the delivery of the PTP and support technology providers receive upon graduation from the program.

“Over the last 11 years, DLT had gained significant knowledge and expertise with AWS Public Sector. They play a core role in the experience, working closely with the partner across several of the five domains covered as part of the PTP consulting engagement,” said Salanco.

For example, DLT takes the lead role in the modules focused on helping a partner build their public sector “superpower” and public sector specific go-to-market strategy. DLT also provides deep support during the PTP module focused on technical skilling. On completion of PTP, the partner moves seamlessly into the go-to-market phases of DLT’s Cloud Navigator Program. This program activates the partner in the AWS Public Sector channel and accelerates partner success.

Tech Data has completed an AWS PTP pilot and is in full production.

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About the Author(s)

Lynn Haber

Content Director Lynn Haber follows channel news from partners, vendors, distributors and industry watchers. If I miss some coverage, don’t hesitate to email me and pass it along. Always up for chatting with partners. Say hi if you see me at a conference!

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