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Tech Data Teams With Conferencing Provider PGi
By Kelly Teal
November 07, 2013 - News

Tech Data Corp. has added PGi to its line card, giving resellers a cloud alternative to premises-based collaboration platforms.

The distributor made the announcement at its TechSelect event this week in Beverly Hills. Teaming with services vendors isn’t new for Tech Data – indeed, it has done so within its mobility practice. But the PGi agreement fleshes out the distributor’s cloud strategy.

“This is a time for all of us to buckle up and move the needle forward as it relates to the cloud being a comparable revenue source within the channel overall," said Bharath Natarajan, director of TDCloud.

Indeed, as more resellers augment their businesses with recurring revenue, offering a conferencing service proved the next obvious move for Tech Data. So the company conducted its due diligence and chose PGi.

“This is such a light investment and you can turn it on immediately," Natarajan said.

The PGI product, GlobalMeet, works on desktops, desk phones, tablets and smartphones. Resellers charge customers via subscriptions, resulting in recurring revenue. And yet, partners don’t have to upend their back offices to accommodate that month-to-month stream. Instead, Tech Data puts all services that generate recurring revenue onto one bill for partners, dated the eighth of each month. The distributor does not charge resellers for that convenience.

For PGi, meantime, joining forces with Tech Data marks another recent coup for its channel strategy. The provider in September also signed distributor Ingram Micro and teamed with master agency Telecom Brokerage Inc.

“PGi is deeply committed to strengthening our…partner program and growing distribution of our collaboration software through this agreement with Tech Data," Ralph Hawkins, senior vice president of the PGi Partner Channel, said in a press release.

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