Menu
Tech Data and FusionGrove address buying complexity in Asia Pacific

Tech Data and FusionGrove address buying complexity in Asia Pacific

84 per cent of B2B companies do not have adequate visibility into their partners’ opportunity pipelines

Tech Data has entered into a distribution partnership with sales orchestration solution provider FusionGrove in the Asia Pacific region.

The alliance aims to address the increasing complexity of B2B buying across the market, while providing a sales acceleration solution that helps vendors and resellers achieve a faster revenue attainment.

"Having insights into what technology environments customers are operating in means sales representatives can have much more relevant business discussions with customers,” said Michael Costigan, vice president of marketing, supplier management and education at Tech Data Asia Pacific.

"Tech Data will create go-to-market plans with our vendor partners and leverage capabilities in the FusionGrove platform to orchestrate sales programs at scale and speed with our customers."

According to Accenture research, 84 per cent of B2B companies do not have adequate visibility into their partners’ opportunity pipelines.

As a result, this solution aims to solve that, providing access to data on customers’ technology stacks to identify sales opportunities in high-propensity accounts, helping sales teams in the process.

"Through our agreement with FusionGrove, we will be enabling both our vendors and customers to convert more leads, faster," Costigan added.

In a "saturated marketplace", Costigan sales leads are "increasingly difficult" to make, however, by making use of data, more targetted solutions are possible and represent a new battlefield for vendors and resellers to attract and retain new customers.

Furthermore, this is highlighted by the fact that 99 per cent of marketing leads do not end up converting to closed sales, with 70 per cent of B2B customers willing to switch to a competitor’s product; illustrating the need for better customer engagement and use of data to customise solutions or a particular strategy to the needs of the customer.

"When we look at the market today, vendors are expanding and diversifying their solution portfolios,” added Brian Allsopp, CEO of FusionGrove. "The role of distribution channels becomes more critical than ever before for vendors to extend their sales coverage.

"Through the strategic alliance with Tech Data, we believe our joint offering will help vendors outperform their account growth targets while helping channel partners expand their footprint with existing customers. It is a win-win."


Follow Us

Join the newsletter!

Or

Sign up to gain exclusive access to email subscriptions, event invitations, competitions, giveaways, and much more.

Membership is free, and your security and privacy remain protected. View our privacy policy before signing up.

Error: Please check your email address.

Tags tech dataSales pipelinesFusionGrove

Events

Featured

Slideshows

Meet the Reseller News 30 Under 30 Tech Awards 2020 winners

Meet the Reseller News 30 Under 30 Tech Awards 2020 winners

This year’s Reseller News 30 Under 30 Tech Awards were held as an integral part of the first entirely virtual Emerging Leaders​ forum, an annual event dedicated to identifying, educating and showcasing the New Zealand technology market’s rising stars. The 30 Under 30 Tech Awards 2020 recognised the outstanding achievements and business excellence of 30 talented individuals​, across both young leaders and those just starting out. In this slideshow, Reseller News honours this year's winners and captures their thoughts about how their ideas of leadership have changed over time.​

Meet the Reseller News 30 Under 30 Tech Awards 2020 winners
Reseller News Exchange Auckland: Beyond the myths — how partners can master cloud security

Reseller News Exchange Auckland: Beyond the myths — how partners can master cloud security

This exclusive Reseller News Exchange event in Auckland explored the challenges facing the partner community on the cloud security frontier, as well as market trends, customer priorities and how the channel can capitalise on the opportunities available. In association with Arrow, Bitdefender, Exclusive Networks, Fortinet and Palo Alto Networks. Photos by Gino Demeer.

Reseller News Exchange Auckland: Beyond the myths — how partners can master cloud security
Reseller News welcomes industry figures at 2020 Hall of Fame lunch

Reseller News welcomes industry figures at 2020 Hall of Fame lunch

Reseller News welcomed 2019 inductees - Leanne Buer, Ross Jenkins and Terry Dunn - to the fourth running of the Reseller News Hall of Fame lunch, held at the French Cafe in Auckland. The inductees discussed the changing face of the IT channel ecosystem in New Zealand and what it means to be a Reseller News Hall of Fame inductee. Photos by Gino Demeer.

Reseller News welcomes industry figures at 2020 Hall of Fame lunch
Show Comments