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Tech Data Corp. is now the exclusive U.S. distributor for Good Technology, a provider of secure mobility solutions to more than 5,000 organizations in 130 countries, the companies announced Tuesday at Tech Data's spring partner summit, Channel Link, held at the Mohegan Sun in Connecticut this week.
The new agreement also includes Canada and Latin America, but is only exclusive in the United States, said Heather Murray, vice president of Tech Data Mobile Solutions, in an interview with Channel Partners.The distribution agreement is the first for Good in North America. In Europe, Good had a relationship with SDG, which was purchased by Tech Data in 2012.
Murray said Tech Data will support all of Good's mobility solutions, including a secure mobility platform, mobile device management (MDM) and a suite of collaboration applications. In addition, she said Tech Data is working to support Good's ecosystem of ISVs by enabling their apps to be licensed through StreamOne, the distributor's software licensing store.
"It's exciting for us to have this exclusivity because it gives us the opportunity to really focus on Good and what their value proposition is and meeting the needs of VARs and not worrying about competing on price," Murray said.
Good presently supports about two dozen VARs, which will now work through Tech Data Mobile Solutions, Murray said. Their contracts will transfer with no additional paperwork; they simply need to enable EDI feeds with Tech Data, she said, adding the process has been piloted with two Good VARs.
Together, Murray said, Tech Data and Good plan to recruit more VARs to sell Good solutions, beginning with about 5,000 VARs in the Tech Data universe that have indicated a mobility focus, but may or may not already be working with Tech Data Mobile Solutions.
VARs can sign up as authorized partners through Tech Data Mobile Solutions by first agreeing to the terms and conditions and then completing three training modules, which are expected to be available by the end of April, Murray said. From there, they can earn silver, gold and platinum medallion levels.
Tech Data Mobile Solutions is building a dedicated team to support Good's solutions. Murray said the team includes a product manager and a business development manager and she is hiring a systems engineer.