RIM Signs On With Tech Data In BlackBerry, Mobility Push For SMB VARs

The move also enables Tech Data to support the end-to-end sale of BlackBerry offerings for SMBs through Tech Data's new TDMobility offering, which is operated by ActivateIT, a joint venture between Tech Data and global services company Brightstar.

The deal opens the door for VARs to tackle the increasingly important mobility market in the SMB space, said Bryan Lee, director of SMB and IT channel sales for Waterloo, Ontario-based RIM.

"We see it as a huge opportunity for our resellers and to build on this platform," Lee said.

The agreement with BlackBerry and RIM gives roughly 60,000 Tech Data resellers the ability to offer RIM's BlackBerry mobility portfolio, including software, technical support and other services, to clients.

"The reseller can provide end-to-end management," Lee said, adding that resellers can now handle software licensing, tech support and enterprise applications.

Meanwhile, BlackBerry's solution provider network can access a portal for solutions, training, marketing resources and awards. And an IT channel locater matches up customers with partners in their areas.

Through TDMobility, Tech Data and Brightstar simplify the mobility transaction for resellers through offering the latest mobile devices, a streamlined activation process with leading national mobile carriers and a commission structure that RIM said can boost profitability and cash flow. And leveraging ActivateIT's Cell Manage platform lets resellers create a recurring revenue stream and offer consolidated billing.

Lee said RIM is focusing heavily on its channel and on its SMB relationships, and the deal with Tech Data will help RIM deepen relationships on both fronts.

Typically, Lee said, partners would have to refer their SMB clients to wireless carriers for their mobility plans. RIM's teaming up with Tech Data arms the resellers with the ability to take on mobile ventures.

"Our channel is a very important part of our overall distribution program," he said. "Right now, resellers are that trusted advisor in the small and medium business and they're getting pulled into mobility."