SMBAccess Stacy Nethercoat Vice President SMB Sales Division

www.techdata.com

SMBAccess

Stacy NethercoatVice President SMB Sales Division

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1. Program Objectives1. Program Objectives

2. The SMB Opportunity2. The SMB Opportunity

3. Looking Forward3. Looking Forward

AgendaAgenda

4. Engagement Highlights4. Engagement Highlights

5. Communication and Web Activities5. Communication and Web Activities

6. Level Highlights and Pricing6. Level Highlights and Pricing

Program Objectives

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• SMBAccess provides vendor partners with a unique opportunity to communicate and educate more than 30,000 active Tech Data resellers who sell into the SMB market.

– Provide a communication bridge to 30,000 resellers– Profile SMB VAR and Development resellers– Provide vendors strategic approach to engagement– Continue focus to educate Inside Sales on SMB

program and opportunity

SMBAccess Program ObjectivesSMBAccess Program Objectives

The SMB Opportunity

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– SMB VAR• Rapid growth & aggressive outbound selling

• 9,000 resellers $250K to $1.5M in SAM

• $7B estimated total SAM

• Q3 Growth at 12% Y/Y

– SMB Partner• Growth and e-business focus

• 51,000 customers <$250k SAM

• Q3 Growth at 11% Y/Y

• On-site Marketing resource

~ 100 Sales resources focused on profitable growth!

The SMB OpportunityThe SMB Opportunity

Looking Forward

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Program Focus FY06Program Focus FY06

• Profile our SMBAccess Customers– Vertical markets, geographic reach, technologies

• Create the right engagement and messaging opportunities for our vendor partners

– Field events, proactive offerings, focus messages, e-marketing, solution selling

• Engage SMB Inside Sales teams in the program– Floor days, profiling efforts, call-out campaigns

designed with our vendor partners

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SMBAccess and TechSelectSMBAccess and TechSelect

VAR

East, Central,

West

SMB

TechSelect

SMBAccessVAR, Development, Partner

Sales Marketing

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TechSelect and SMBAccessTechSelect and SMBAccess

TechSelect• 470+ Members• Eligibility Requirements• Member Dues• SAM $1M or Greater• Focused on VAR Divisions

– East– Central– West

• Reseller Engagement– Conferences, TSU– Regional Chapter

Activities• Exclusive Promotions• TD Sales Engagement

SMBAccess• 30,000+ Active Resellers• Profile Requirements• No Member Dues• SAM up to $2M• Focused on SMB Divisions

– SMBVAR– SMBPartner

• Electronic Marketing• Reseller Engagement

– Quarterly Roadshows• TD Sales Engagement• Exclusive Promotions

Engagement Highlights

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• SMBAccess Quarterly Roadshows– Engage with SMB Resellers– Locations across the US– Exclusive presentations and shared breakouts– Technology demonstrations– Follow-up reporting on attendees

SMBAccess Reseller EngagementSMBAccess Reseller Engagement

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• “On The Floor Days” - US– Spend the day with SMB – calls, contests, management

meeting

• Floor Days – Canada– Full day on-site– Lunch & Learns

• Regional Sales Meetings and New Hire Engagement

• Inside Sales Focus Campaigns

• Video Conferencing - Training for SMB Partner

• Month-end Sales Huddles and VP Strategy Mtgs.

SMBAccess Sales EngagementSMBAccess Sales Engagement

Communication and Web Activities

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• SMBAccess Web Center– Newly designed SMB-only Web center– Reseller profiles

• Vertical markets, geographic reach, technologies

– Vendor partner content, communication and solution-selling opportunities

• Technology and vertical focused emails– Broadcast– Personalized from Sales Team

Communication and Web ActivitiesCommunication and Web Activities

Level Highlights and Pricing

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• Level 1- $85,000– Roadshows with presentation opportunities– Exclusive communication and sales engagement

• Level 2 - $60,000– Roadshows with breakout opportunities– Shared communication and sales engagement

• Level 3 - $35,000– Communication focused– Shared activities for sales, on-line training

Level Highlights and PricingLevel Highlights and Pricing

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Opportunity• Over $7B in SAM.

Aggressive new Sales resources• Approximately 50% year-over-year growth in SMB focused sales resources

Profitable Account Breadth • 30,000 active reseller accounts enable vendor partners' growth in account

breadth.

Web ROI• 50% of SMB sales revenue is transacted on techdata.com

Sales and Marketing Alignment• SMBAccess brings SMB Resellers and Vendor Partners together to create

profitable growth

Discover the SMB DifferenceDiscover the SMB Difference

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