Tech Data today announced that it has partnered with sales orchestration solution provider FusionGrove to address the growing complexity in B2B technology buying. Through this new agreement Tech Data and FusionGrove will deliver a unique, data-driven sales acceleration solution that helps vendors and resellers achieve faster revenue attainment.
Tech Data and FusionGrove recognized the significant opportunity to forge a closer alignment between vendors and resellers in driving revenue growth. A recent Accenture study found that 84 percent of B2B companies have no clear visibility into partners’ opportunity pipelines.2 The FusionGrove platform addresses this market challenge. It provides access to data on customers’ technology stacks to identify sales opportunities in high-propensity accounts, then organizes them in guided selling motions to help sales teams engage customers.
“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, Marketing, Supplier Management and Education, Asia Pacific, at Tech Data. “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. Through our agreement with FusionGrove, we’ll be enabling both our vendors and customers to convert more leads, faster.”
“When we look at the market today, vendors are expanding and diversifying their solution portfolios,” said Brian Allsopp, chief executive officer, at 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’s a win-win.”
Increasing use of encryption has created new challenges for enterprise security managers. Ever more-sophisticated encryption such as Perfect Forward Secrecy (PFS) protects data and may even boost your Google ranking – but it also provides a haven for malicious code that may use encryption to bypass enterprise security controls.
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With so much change all the time, how can executives best prepare their businesses to meet the security challenges of the coming years? CSO Australia, in conjunction with Mimecast, explored this question in an interactive Webinar that looks at how the threat landscape has evolved – and what we can expect in 2019 and beyond.
An interview with CSO's David Braue and Ian Yip, Chief Technology Officer, McAffee.
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