Tech Data Offers Cloud Education Training To Partners

VARs still have questions about the cloud and Tech Data says they’re here to help.

The distributor said Wednesday it's offering a new cloud-focused education and enablement program through Tech Data's TDCloud business unit. The program, through TDCloud Academy, offers customized education tracks for solution providers focused on launching, expanding and maximizing cloud businesses. The academy is intended to accelerate adoption of cloud solutions and identify new cloud opportunities, according to a company press release.

The program consists of six modules in each track and includes value-added training, eLearning and consulting.

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This new education programming will be devoted to ’selling outcomes as opposed to selling products,’ according to Stacy Nethercoat, Tech Data vice president of product marketing at TDCloud.

’[Solution providers] need a plan," Nethercoat told CRN. "We know there’s a big wave of early adopters who developed a plan and have transformed their businesses but no matter who you are, a business plan is ... a document that creates the road map to achieve what the goal is. I think solution providers are responding extremely favorably to having some assistance in creating that plan, if they don’t have one.’

She noted those with a plan in mind already may be interested in learning more about how they can capitalize on cloud, as well.

For solution providers with recurring revenue in the cloud space, Tech Data said this program will help them focus on aligning people and processes along with marketing and networking. They’ll also offer cloud-focused business models that help a company create complete cloud business modules and strategic end-customer planning. For those just starting out, Tech Data said this program will help explain the value propositions of the cloud.

David Bubb, sales director at Sparta Township, N.J.-based VAR Custom Systems Corporation, said in a press release he was excited about this latest offering.

"As the evolution of the cloud progresses, we are constantly looking for new ways to grow our business and create new pockets of profitability,’ he said in a statement.

The program is also means of addressing what Nethercoat said is a common misconception among some providers that it is difficult to make money with cloud technology. She said she wholly disagrees with that, though she realizes making the transition can be difficult at first.

’I do absolutely believe money can be made. I also recognize that there is a transition period where, depending upon the speed at which a partner moves, there is a risk where top line revenue declines and potentially gross profit dollars takes a hit. I recognize that is a challenge,’ she said. ’Ultimately, those profit dollars are how employees are paid and how the business is able to be profitable. So the rate at which cloud services are adopted is something that needs to be considered in the equation.’

PUBLISHED OCT. 8, 2014