Next-Generation Technology Solution ShowcaseConnecting the channel with the latest technologies, solutions and services for SMB to Enterprise

Contents04 Driving Digital Transformation | Next-generation business units

05 Tech Data's Ecosystem | Vendors, partners, ISVs aggregating solutions

06 Solution Practice Overview | What is a digital solution

07 Designing Solutions You Can Trust | Roadmap

08 Tech Data's Solutions Catalogue

09 Partner with Tech Data for Next-Generation Technologies

09 Cloud, IoT and Security Value Proposition

10 State-of-the-art Technical Enablement

11 Practice Builder: A Roadmap to Partner Transformation

Win Cases

To stay ahead, SMB and Enterprise organisations around the world are embarking on remarkable digital transformation journeys, made possible by the latest advancements and breakthroughs in technology. Even though the opportunities to enhance an organisation’s processes and systems are endless, digital transformation needs careful planning and expertise to execute well. Hence, organisations are looking to their trusted IT advisors to help them innovate, access and unlock the full potential offered by next-generation technologies.

Helping navigate the digital transformation journey As one of the world’s largest technology distributors, Tech Data plays a pivotal role in enabling the channel’s trusted IT providers. We do this by providing access to a huge range of products, solutions, technical services, training, enablement programmes and business support services. With our customers at the heart of everything we do, put simply, we:

• Help customers create outstanding solutions for their customers• Educate customers on how to create and deliver their own enterprise strength solutions• Deliver highly innovative IT solutions on our customer’s behalf.

Driving profitable growth for customersAs part of this vision, we’ve revolutionised the role of distribution and the way we deliver value to customers. By building enabled IT ecosystems customers can plug into, we’ve lowered costs and complexity and made next-generation technologies more accessible. By partnering with Tech Data, customers can accelerate the time to market and discover the most profitable ways to grow their business. Keep on reading to find out more...

Creating enabled IT ecosystems for a brighter future

03

Analytics & IoT

Cloud & Software

Cyber Security

Streamlining billing processes to capture more value

Leaving the on-premise limit behind: SAP on Azure

Modern workplace for care services

Taking business intelligence up into the cloud

Remote monitoring for high quality wine production

Real-time office optimisation

Digitalising security and GDPR compliance

A state-of-the-art security package for medical data

04 05

Tech Data's Ecosystem

Driving Digital Transformation

Transformation is reshaping the IT industry. This results in traditional product lines blurring, workloads migrating across technology platforms and customers wanting solutions, not just products. Tech Data's next-generation portfolio offers powerful multi-vendor solutions, combining standalone products and integrated services spanning the technology continuum.One of Tech Data’s strategic priorities for growth is to invest in next-generation technologies and delivery models. Our security, cloud, IoT and analytics specialist business units work very closely with our services team to deliver market-ready solutions that produce real business outcomes for partners and end users, leveraging new technologies and as-a-service business models.

Value Creation

...

MarketPlace

Exchange

EcosystemDigital

Platform

AnchorCloud

Providers

EcosystemSuppliers

Technology Partners

Cloud Consumers

ISVs & MSPs

SystemIntegrators

Resellers

Wherever partners are on the journey to digital transformation, Tech Data's ecosystem represents an incredible alignment of vision and mission among organisations focused on creating sophisticated IT offerings. We enable channel partners to build, go-to-market and sell with a set of expansive technology solutions that the world needs to connect, learn and advance. Tech Data, vendors, ISVs, partners and end users all benefit from this ecosystem.

Below are just a few of the ecosystem vendors and partners that we work with to create solutions for our customers.

Platform

DigitalSolutions

ISV'sSolutionFactory

Next-Generation Ecosystem

Click2RunAppSaaS

The market for next-generation technologies is set to increase by…

Source: The Deloitte Consumer Review, 'Digital Predictions 2018', March 2018 85% by 2023

Cloud

Analytics & IoT

Security

Services

A platform built for solution aggregationTech Data’s solution aggregation helps create a joint go-to-market approach with ISVs, accelerate time to market and evolve the business from being purely transactional to value added with repeatable revenue streams.

Our powerful ecosystem benefits from StreamOne, our digital platform for provisioning, aggregating, billing and management of multi-vendor, multi-technology solutions.

85% by 2023

Analytics & IoT

0706

Designing Solutions You Can Trust

Solution Practice Overview

Tech Data provides a range of solutions that address both IT and business requirements. Some are more transactional, some are more complex. Tech Data's Practice Builder programme helps partners develop new skills and expertise to move into new high growth technologies and vertical markets.

What is a digital solution?We make it easy for partners to configure, customise and deploy licences, services and third party elements and scripts. We even provide ‘step-by-step’ guides to help you quickly and easily deploy our solutions.

Security & Compliancy

Enterprise AppsInfrastructure

Data & AI

IoT & Analytics

Collaboration

Modern Workplace

Data Protection

Data Fabric

CoreInfrastructure

Data Centre Modernisation

Data Services

Application Innovation

IT Solutions

High Complexity

BusinessSolutions

Low Complexity

The suite of solutions in Tech Data's Solution Factory has been through rigorous development and testing before becoming market ready. Plus, we are developing and launching new solutions all the time.

Increasing the added value of your offering becomes easier with our digital solutions.

Depending on the complexity level, the core of a solution consists in a group of SKUs, a preconfigured system with licensing included or just a flexible blue print adaptable to the use case.

Solutions have a variety of packaging options to help partners configure their offering and increase the added value.

Attaching support and managed services is a significant business opportunity in terms of margin profitability and customer loyalty creation.

Core Components

PackagingComponents

SupportingServices C

ore

Pac

kage

Ser

vice

s

Engage Innovate Orchestrate Transform

Idea / Requirement

Design Thinking

Solution Design & Planning

Project & Requirements ManagementGo-Live & Optimise

Build & Test

Vendor solutions

Tech Data solutions

Partner solutions

Solutions Publishing Process

AP

PR

OV

EDCatalog Input

Bundle Blueprint Click-to-run Product

A proof of concept for a solution is created and

scoped to solve an end user

business outcome or challenge.

Best-in-classcloud providers

and ISV’s are selectedbased on how well

they align with high-demand workloads and

security standards.

Our certified engineers design and pre-configure the architecture for each solution,

and aggregate licensing, third-party

components, and even services.

All solutions are validated, tested, and monitored continuously

throughout the entire process by Tech Data.

DELIVERING BUSINESS OUTCOMES

0908

Tech Data's Solutions Catalogue

Partner with Tech Data for Next-Generation Technologies

Tech Data has a comprehensive catalogue containing all of the different components needed for building secure cloud, IoT and analytics solutions, supporting the specific needs of key vertical markets including manufacturing, transport and logistics, retail, smart spaces and more.

Analytics& IoT

Cloud & Software

Cyber Security

Industrial

Logistics

Retail

Smart Spaces

Analytics

Analytics & IoT Solutions Catalogue Click-to-Run Cloud Solutions

Predictive Maintenance

Power Management

OEE Optimisation

Energy Dem. Response

(EDR)

Connected Driver Safety

Vehicle Telematics

Universal Tracker

Stolen Vehicle

Detection

Mobile Engagement

Smart Mirror Inventory Management

Product Recommender

Smart Shelf

Smart Parking

Indoor Asset Tracking

Energy Management

Azure SQLServer

Site Recovery on

Azure

Veeam Cloud Connect on

Azure *

NetApp Cloud

Volumes ONTAP on Azure *

File Storage on

Azure

Veritas Backup Exec on Azure *

Azure SQL Database

Identity Management

Small Business

Cloud ServerSQL on

WindowsSQL on RHEL

Cloud Backup on

Azure

Infrastructure Essentials: Azure Labs

Docker EE on Azure *

Red Hat Openshift on

Azure *

Managed Containers on Azure

Veeam Backup for Office365

Office365 with ATP

Office365 with AD Premium

NetApp SaaS Backup for Office365

In today’s data driven world, organisations are being challenged to collect, secure, augment, process and manage data in new ways, in order to get ahead in the market.

These organisations are looking to their trusted IT providers to help them navigate this requirement. Tech Data helps the channel innovate with Analytics & IoT technology in order to create outstanding business outcomes. In addition to providing access to cutting edge technology and services from Tech Data and its ecosystem of partners, Tech Data helps in a number of other ways; including providing production ready IoT and analytics solutions that are easily repeatable and scale-able. Tech Data also offers enablement programmes, certified training and education, along with affordable ways to finance IT projects.

The digital revolution has seen data become one of the most valuable assets an organisation can possess. The right data used in the right way can give organisations an incredible advantage. 

As with anything of value, data needs protecting from cyber criminals who desire to illegally exploit the data for their own purposes. The number of different types of attacks and the speed new vulnerabilities are identified and exploited has meant organisations are turning to their trusted IT providers for help. Tech Data provides the channel with access to enterprise strength cyber security products, services, expertise, certified training, enablement, finance solutions and resources; all of which are essential components needed to help an organisation maximise their cyber security posture. In doing so, Tech Data takes the complexity out of cyber security and makes excellent cyber security far more accessible to many more types of organisations.

Enterprise and SMB customers are actively seeking trusted partners who share an aligned vision, understand their business, provide expertise and experience, offer a sound business approach, and have a strong collaborative ecosystem.

At the same time, end customers demand faster, cheaper, proven and more secure cloud and software solutions, and it is now a must for the channel partners to scale up their ability to provide these outcomes.

We bridge the gap between customer needs and channel capabilities and inspire our partners to grow and transform by connecting them to an ecosystem of advanced technology, insights, resources and counselling to move their business forward and grow faster. We are dedicated to support partners in the innovation journey to deliver next-generation solutions for their customers.Cyber Security Solutions

Data Protection

Core Infrastructure

Application Innovation

Modern Workplace

State-of-the-art Technical Enablement

Practice Builder: A Roadmap to Partner Transformation

10 11

The Technology Centre Of Excellence (COE) The highly skilled and certified architects attached to Tech Data COE, supports local projects by acting as subject matter experts in technologies and services such as Containers, DevOps, SAP, AI and Machine Learning, BCDR, data services, hybrid cloud, and more. The COE provides cross training and leads the vertical European Pods for each technology.

The Pod structure allows for local reach, through a small group of individuals clustered together with specific expertise and experience around key technologies. With complementary skill sets, they facilitate faster project delivery and cross support for countries.

Amplifying Value on a Global Scale The COE empowers and enhances Tech Data's country technical teams to support partners and enable state-of-the-art training and solution development for partners.

VENDORS

COE

+200 sales & technical local experts

Over 2000 modern partners delivering business outcome

Millions of users empowered to achieve more

Professional and Managed IT Services by Tech Data

The Vision Deliver scalable services to enable, enhance and accelerate the success of our partners in the outcome driven economy.

Our services:• Accelerate the transformation of our partners to service providers• Enable our partners to expand their capabilities with new technologies• Enhance our partners by reducing their cost of operations.

Risk ReductionProviding access to scarce and highly valued IT resources without upfront partner investment to accelerate partner adoption of next-generation technologies.

Modernised OperationsOutsource commodity operations to Tech Data to modernise and cut cost.

Focus on Core BusinessRelease your staff for more strategic and higher value tasks.

Remain CompetitiveDesigned to be profitablefor the partner and competitive forthe end customer.

Tech Data’s Partner Transformation Programme adopts the proven Practice Builder Methodology, which empowers our channel partners to rapidly and affordably build a new profitable solution practice. Our Enablement Sprint framework, inspired by the Agile methodology, helps to facilitate our partners' success by encouraging progression and retention throughout the programme.

The Partner Transformation Programme includes an easy accessible four step online assessment process. This helps partners understand their current capability to build and implement a solution-focused practice as a strategic part of their business model.

How It Works: 4 Easy Steps for the partner!

Assess Partner Transformation Readiness

and Solution Capability

Gain a better understanding of your current business, and identify areas for growth and

improvement.

After you complete the assessment, you’ll reveal

your custom Enablement Path, for your capability level with suggested timelines for

completion, and a diverse set of enablement tools and resources.

Partners have the opportunity to participate in a more

in-depth Partner Transformation programme.

Once you know your Enablement Path, obtain

partner programme status with vendors using our

customer guides.

Reveal Your Enablement Path

Gain Solution & Vendor Specific Competency

Step 1 Step 2 Step 3

In-depth Partner Transformation programmeTech Data offers partners the opportunity to be part of a more in-depth Partner Transformation programme, that provides

on-going support for the partner journey to achieve specific enablement and revenue goals over a 12 month period. Our team offers a holistic approach to transforming your solution-focused business, and expert guidance in five key areas:

Strategy Development

Training & Enablement

Marketing Services SalesExecution

A Professional and Managed IT Services Proposition for Every Partner

Build your Solution Practice to realize business

outcomes for your customers. with our Tech Data enablement paths and the support of our concierges & coaches.

Build Your Solution Practice

Step 4

Win Cases

Taking business intelligence up into the cloud

Leaving the on-premise limit behind: SAP on Azure

Business Case:Azure and Microsoft Office 365 for partner VU Thao have placed an order of 840 Office 365 E1 and 600 Office 265 F1 subscriptions.

They have completed the build of their environment in Microsoft Azure and are ready to begin transitioning their clients over the next 12 months. VU Thao have provided Microsoft Power BI Pro for BI solution to the end customer.

End Customer:Country’s most important airline. 

Tech Data Advantage: A lot of companies in the region struggle with digital transformation and defining their future strategy. With our consultancy and industry insights, we've helped VU Thao to evaluate and to define their business model against the possible challenges digital transformation brings. The first Office 365 and Azure projects were deployed with our assistance.

The partner values our approach. We were available, responsible and did not let them down. The business relationship we've built with VU Thao over the last four years is forever getting stronger, positioning Tech Data as a trusted advisor who can help, consult, deploy, educate and support the channel.

Win Case:Islet was a new partner for Tech Data, focused on SAP consulting.

The Islet Group has their own SAP software development team of 15 developers in Budapest, which provides a set of applications used in regular business functions such as work approvals, financial apps, calculation apps and various self-service apps. We started by migrating their own SAP demo and production (S/4 HANA) to Azure. After that, they will migrate three current on-premise customers and all new ones to Azure.

Tech Data Advantage: Islet and Tech Data have a strong partnership that is based on trust, liability and a local team 'always there' when the

partner calls. Also due to our partnership with Microsoft and expertise, Islet has chosen us for their first SAP on Azure project. With the technical support of our local team, the additional SAP expertise of our Centre Of Excellence and our helpful approach – the partner was able to set up an E2E SAP service for the end customers. Also they discovered a new business model that is completely new to their Finnish market. In the following months the partnership with Islet got even stronger, when they introduced 'SAP consulting services' and started hiring new people. Tech Data trained the new starters and prepared them for their Microsoft certifications.

12 13

Industry: IT consulting

Solution: SAP on Azure

Tech Data's services: Pre-sales SAP and Azure consultancy, Business model analysis and deployment

Modern workplace for care servicesBusiness Case:Envida, one of Holland's leading home care organisations, is transitioning from a data centre solution to full cloud and wants to take advantage of all opportunities the cloud has to offer in a secure and easy way.

In their digitalisation journey, being GDPR compliant was a top priority for Envida. To achieve this they also wanted to use one standard on security across all the departments of the company. The Computer Company (TCC) worked with Tech Data to develop the end-to-end process to migrate from the on-premise infrastructure and deploy a flexible solution for Envida to carry on their day-to-day business.

The main request was to be able to add and remove users per month and focus on easy management for IT.

Tech Data Advantage: TCC is an existing Tech Data partner, where a solid relationship exists with the C-level, purchasing department and accounts team. In this strategic alliance we supported TCC in the use and deployment of new technology and support them on the journey from the data centre to the cloud. We provided this strategic reseller with sales and technical training and programme advice.

Industry: Transportation

Solution: Microsoft 365 Enterprise and Power BI Pro on Azure

Tech Data's services: Solution evaluation, business model definition, deploy support

VietnamFinland

Cloud & Software

Cloud & Software

Industry: Homecare and nursing

Solution: Microsoft 365

Tech Data's services: Business model analysis, technical training, support

Netherlands

Streamlining billing processes to capture more valueBusiness Case:As a growing number of MSP’s make the move to become Cloud Service Providers, ConnectWise has used the partner APIs from Tech Data's StreamOne platform to bring Office 365 squarely into its professional services automation offering.

The growth in cloud subscription services and their ability to give organisations the power to spin up new offerings has created a healthy market for MSPs. However, while subscriptions are more convenient for customers, administering agreements can be resource-intensive. As a leading PSA organisation that is 'obsessed about partner success', ConnectWise was looking for a smart way to bring Office 365

into its ConnectWise Unite cloud billing and application management platform.

Tech Data Advantage: One of the chief aims of ConnectWise Unite is to make it easy for CSPs to bill, manage and monitor a range of cloud solutions. By using the StreamOne Partner API, Office 365 has joined the portfolio of cloud services that ConnectWise Unite supports, making the transition from MSP to CSP easier for partners.

The Customer Voice “When you’re running a cloud practice, you don’t have the resource to train staff to use multiple license management or billing systems. With the StreamOne Partner API we’re giving partners who manage Office 365 subscriptions the power to issue a single invoice for all their cloud services.”

Industry: IT and professional services

Solution: StreamOne custom API, Microsoft Office 365

Tech Data's services: Co-development, business model definition, deploy support

Global

Win Cases

A state-of-the-art security package for medical dataBusiness Case:Farmad is a company that develops software applications for pharmacies. They create on-premise and cloud based solutions. All solutions include software, hardware and services. Farmad serves around 1400 pharmacies in Belgium.

Farmad realised that pharmacies collect lots of medical information, which falls in GDPR under 'special categories of data' and needs extra attention concerning data privacy and security.

Tech Data Advantage: Tech Data went onsite together with key vendor partners for POC testing with two firewall solution proposals. After the POCs with all five participating vendors, the shortlist was reduced to three including SonicWall. Farmad

started extensive testing of these vendors. Finally, SonicWall won the deal thanks to the simple configuration and management at an affordable price. Farmad with it's four technical engineers can now install up to 20 firewalls per month.

Together with SonicWall, Tech Data organised a technical training (CSSA) at the Farmad premises. Farmad's four engineers are now successfully certified. Farmad created a custom solution called 'Farmad Security Pack' and is sold 'as-a-service' at a monthly fee, including hardware, software, management tools, reporting opportunities, services and maintenance. Furthermore, Tech Data supported the Farmad marketing department in organising GDPR seminars for pharmacists by providing them with relevant presentation content.

Industry: Pharmaceutical

Solution: SonicWall

Tech Data's services: Scenario evaluation, GDPR compliance model definition, training and enablement, custom solution development

14 15

Belgium

Analytics & IoT

Cyber Security

Digitalising security and GDPR complianceBusiness Case:The customer was one of the biggest Slovak financial services companies, employing over 1500 staff, with more than 1300 financial advisors working in the field.

Field staff access data and the company infrastructure remotely. The company was in urgent need of a GDPR-compliant solution prior to May 2018 and settled on Microsoft Office 365. They replaced their previous solution, built on various custom-built and open source software, with Office 365 to ensure data protection of sensitive information relating to hundreds of thousands of their clients.

Tech Data Advantage: Tech Data partnered with NWT, and together wasted no time in creating a

tailored solution around the end user’s needs. We were able to provide a testing environment prior to implementation. NWT also provided their customer with high quality extended technical support.

Additionally, Tech Data is working with NWT to provide Customer Portal- StreamOne SDK, which is to be used for licence management. With this solution the end user can manage seats on their own.

The solution was a finalist in the Microsoft Awards in the Czech Republic and Slovakia, under the category of Security and Data Protection.

Industry: Financial services

Solution: Microsoft Office 365 Security

Tech Data's services: Scenario evaluation, compliance model definition, platform customisation

Czech Republic

Remote monitoring for high quality wine production Business Case:A quality winemaker in France optimised production, with an IoT remote monitoring solution built around the wine processing machines of the specialised manufacturer – Bucher Vaslin.

The solution was designed to optimise labour time during the grape transformation process and the production output, by leveraging the direct connection between the machine user and the machine producer. This solution, through adding; a 4G gateway to the existing machine PLC, data capture, analytics and visualisation tools, allows the customer to capture problems and monitor the wine making process remotely. The data is ingested into Azure IoT Hub and stored in a SQL data base. Based on events the Azure IoT rules engine pushes notifications in real time to update the end user through the Bucher Vaslin mobile app.

Tech Data Advantage: With the knowledge and expertise of our local team, supported by the Centre of Excellence, we were able to identify the quickest and simplest solution. The partner was more than confident in the abilities of Tech Data and with the help of our platform they are able to monitor and control costs. The technical training provided to the partners' team was highly appreciated and even inspired the CEO to start investing more in internal technical workshops and Microsoft certifications. Next steps include the use of advanced analytics to increase wine quality and maintenance. The mobile app will be extended to the whole Bucher Vaslin catalogue.

Industry: Agriculture, winemaking

Solution: Azure IoT Hub, Buche Vasin machinery, sensors, 4G gateway

Tech Data's services: scenario evaluation, Center of Excellence for solution design, training and enablement

France

Real-time office optimisationBusiness Case: Large organisations often grow through acquisition, and this over time can lead to them having a diverse set of buildings, office spaces and controlling building management systems (BMS). Delivering a service that will optimise the use of the office space to drive the green agenda, create a healthy environment for employees, increase efficiency and output, and also save money was the challenge accepted by our partner in estate management, Ricoh.

Tech Data Advantage: Our ecosystem of IoT vendors and our skills in building out the edge to enterprise architecture was essential to getting this project off the ground. Core vendor IAconnects Technology Ltd (IA)

provided the sensors, gateways and edge integration software to make our partners new service viable. Their multi-protocol solution(s) and bi-directional BMS/cloud integration tools guarantee best of breed solutions with future proof expansion and connectivity guaranteed.

The Customer Voice – Dave Willoughby - Digital Workplace TransformationLead Ricoh UKThe breadth of IoT edge solutions broughtto us by Tech Data and IAConnectprovides us with a fantastic flexibilityto offer options that cover almost anyrequirement we are challenged with.Moreover, the flexibility with it beingvendor agnostic allows us to choose whatplatform(s) we feed the data to. BothRicoh and our customers truly value this.

Industry: Smart spaces

Solution: Integrated real time office management as-a-service

Tech Data's services: Architecture and business support services from the IoT team

UK

IoT & Analytics - IOT-analytics@techdata.beSecurity - TDAS_security@techdata.beCloud/services - TDAS_servicesBE@techdata.com

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