Tech Data Corp. has unveiled a lead-generation system for end users.
At its 2009 Vendor Partner Summit in Orlando mid-October, Tech Data announced that its TDAgency marketing services team will work with leading hardware and software vendors to identify, qualify, distribute, and manage end-user sales leads. It will also assign those leads to the right resellers; and work with resellers to convert those leads into sales.
Each custom lead campaign will be managed through MyLeadTracker, a lead-generation portal for Tech Data members that runs off its Web site.
“The first stage of MyLeadTracker was to mine Tech Data’s immense transaction history for actionable sales leads, like software license and hardware warranty renewals,” says Katie Dumala, Tech Data vice president of marketing services. “Now, TDAgency is further enhancing Tech Data’s lead-delivery capabilities by working with vendor partners to proactively identify end-user sales leads and directly pass them on to our reseller customers.”
Dumala says Tech Data has expanded its MyLeadTracker portal to serve as the platform for this new end-user lead-generation system.
Tech Data says extensive transaction history will be combined with a data warehouse, with vendor-generated and third-party sales leads in order to identify opportunities for IT solutions sales nationwide–and develop custom marketing campaigns to pursue to those opportunities.
Campaign objectives determine which resellers are best suited to act on each lead. Lead recipients will be based on several factors, according to Tech Data, including resellers’ geographic reach, technology specialties, and vertical market expertise.
MyLeadTracker will provide resellers with e-mail notifications of new leads and reminders for follow-up, action items, and updates provided by the TDAgency team. In addition to the sales leads, Tech Data says its MyLeadTracker portal can serve as a repository for campaign-specific marketing materials, such as pamphlets, fliers, and white papers.
Each reseller receiving sales leads will have a pre-determined amount of time to follow-up on the lead and close the sale. Leads will be assigned to another Tech Data customer if the first lead recipient chooses not to pursue the opportunity or does not do so in time.
