TechSelect

1
TechSelect

• Annette Taber
• Director, TechSelect

2
Agenda
Business Update
Achievements
Next Steps / Growth Strategy
Engagement Highlights
Communication and Sales Interaction
Level Highlights and Pricing
3
Tech Data Sales / Customer Pyramid
Sales Structure
CustomerPrograms
TechSelect
SMBAccess
VAR, Development, Partner
4
TechSelect and SMBAccess

• SMBAccess

• TechSelect

• 470 Members

• 30,000 Active Resellers

• Profile Requirements

• Eligibility Requirements

• Member Dues

• No Member Dues

• SAM 1M or Greater

• SAM up to 2M

• Reseller Engagement
• Conferences, TSU
• Regional Chapter Activities

• Reseller Engagement
• Regional Roadshows

• Electronic Marketing

• Electronic Marketing

• TD Sales Engagement

• TD Sales Engagement

• Exclusive Promotions

• Exclusive Promotions

5
Business Update

• Current Initiatives
• TechSelect TechSource National Service Network
• TechSelect Affiliate Program
• ISVs
• Managed Services
• Business Consultants
• Future Initiatives
• Vendor Advisory Council
• Channel Program Service
• Improved Alignment with TD Selling Strategy

6
FY 06 Accomplishments 7 Months!

• YTD 27 Growth in Membership to 470 Resellers
• YTD 20 of Tech Datas U.S. Revenue
• 16.1 Y/Y Sales Growth All Tech Data Vendors
• 18.3 Y/Y Sales Growth Sponsoring Vendors
• Ongoing Regional Chapter Activities
• Special A la Carte Opportunities
• 60 of Members Over 51 Market Share

7
FY06 Growth Strategy

• 60 of Members with 51 or Greater Share with
  Tech Data
• 21 of Members with 40 to 49 Share with Tech
  Data
• 19 of Members with 37 or Less Share with Tech
  Data

OVERALL SHARE 39
8
2005 vs. 2006 Revenue Segements
Increased Service Mix is driving demand for
hardware and software.
16 Y/Y Growth
9
TechSelect Product Mix and Growth
10
TechSelect SBU Mix Growth
11
Next Steps / Growth Strategy

• Qualified Membership Expansion Continues
• 550 Quality Members!
• 25 of Tech Datas U.S. Revenue
• New Member Eligibility Requirements
• 300,000 - Annual Purchases from Tech Data
• Proactive Account Reviews
• Credit Standing
• Certification Validation
• Average Annual Quality Service Score of 4 Stars
  or Greater!
• Quarterly Sales Review
• Market Share
• Growth Potential

12
Introducing Expanded Service Focus

• National Services Network
• Open Market Platform
• 11,000 Service Providers
• 95 of U.S. Zip Codes Covered
• Professional Services
• Exclusive TechSelect Portal
• TechSelect Members Receive Prioritization in
  Search Results
• Branded TechSelect Partner Logo
• Community Reporting to Vendors

13
TechSelect Engagement Highlights

• TechSelect Partner Conferences
• 2 Events Spring Fall 2006
• 3 Day Comprehensive Engagement
• 175 Business Owners or Decision Makers
• Emerging Markets and Technologies
• Best Practice Sharing Reseller Engagement

14
TechSelect Engagement Highlights

• TechSelect University
• 1 Event January 2007
• 5 Day Comprehensive Engagement
• 250 Sales and Technical Attendees
• Sales and Product Training
• Certification Training
• Technology Demonstrations

15
TechSelect Engagement Highlights

• Seven Geographic Regions
• Regional Chairperson
• Advisory Board
• Vendor Advisory Board
• Meet with TD Quarterly
• Meet with ACRC at Partner Conferences
• Ongoing Feedback for Program Improvement

16
Communication and Sales Activities

• TechSelect Web Site
• Exclusive Web Pages
• Banner Advertisements
• Feature Articles
• Exclusives / Promotional Offers
• Weekly TechSelect Bulletin
• Program Updates
• Vendor Content
• Feature Spots
• Exclusive All Community Emails
• Sales Engagement
• ITM Strategy Snack
• Email Promotion of Exclusive Offers

17
Level Highlights and Pricing

• Level 1 - 155,000
• Conferences and TechSelect University
• Exclusive Engagement and Communication
• Executive Participation During General Sessions
• Level 2 - 85,000
• Conferences and TechSelect University
• Exclusive Boardroom Sessions (roundtables)
• Communication and e-marketing
• Level 3 - 35,000
• TechSelect University
• Communication Package

18
Discover the Difference

• Exclusive Community of Mid-Tier VARs
• Fast Growing Early Adopters
• Relationship Engagement Program
• Growth, Market Share, Loyalty!

19
19