TSD Relationships

PPT has used relationships with technology services distributors (TSDs) to build relationships with agents. Kinka said that go-to-market strategy will continue.

“We have all intention of continuing to work in those channels,” he said.

Kinka has emphasized in interviews with Channel Futures that Bridgepointe operates in a different swim lane than the TSDs. Although it operates certain direct partnerships with suppliers, the company openly partners with national TSDs, including Intelisys. Moreover, Bridgepointe directly touches the customer and is specifically investing in ways to expand its advisory services.

“We’ve got some some 350 strategists. There are 100 people who are actively working under the Bridgepointe brand selling every day. It’s not like we’re a TSD with 4,000 agents,” Kinka said. “It’s a totally different story.”