Tech Data, based in Clearwater, FL is responsible for training over 100 sales reps in order to help solution providers with ARM. The distributor tested its Cisco Systems Attach, Renew, Multiyear (ARM) Service Incentive training solution providers program on its associates in order to figure out how it could best serve those looking to increase attach rates using Cisco’s SmartNet services contracts to hardware sales.
The ARM program was created by CISCO in early 2006 to help improve sales teams of resellers by teaching them the benefits attached to selling, renewing, upgrading and creating multiyear Cisco service agreements. Still, spokespeople for Tech Data state that there are still many solution providers not taking advantage of the training.
Cisco solution providers with ARM training have an 85% attach rate and an 80% renewal rate for SmartNet contracts. The average non-participating partner rate for attach had reached 40% and the renewal rate 30%, leading Tech Data to rethink its strategies and recommend Cisco programs.
Tech Data helps solution providers use rebates and MDF available upon completion of ARM training making the program easier and more rewarding. Tech Data’s latest initiatives have helped show solution providers how important service contracts are. Service contracts can help solution providers manage clients better and offer more benefits.
Ingram Micro and Westcon Group’s Comstor division have started selling SmartNet services as well through Cisco’s New Opportunity Quoting device.
Added By: Computer Consulting 101 Professional Kit