The distributor's service, called MyLead Tracker, offers VARs an estimated $40 million in sales leads, according to the distributor. These involve areas such as warranty and software license renewals, warranty and hardware add-ons, and hardware upgrade opportunities on products from nearly 60 leading manufacturers and software publishers. The tool is being enhanced to include demand generation for "green technology," a growing business opportunity for the channel right now. Tech Data VP Mark Livings said is to provide VARs with "business intelligence and actionable sales leads tailored to their businesses."

Distributor executives say they are working more closely with vendors to identify more "environmentally friendly" leads that can be passed on to channel partners. Tech Data also enhanced companion online order tracker and license tracker tools. It's difficult to gauge yet how much impact these online enhancements will have for Tech Data VARs, but anything distributors and vendors can do to provide more lead generation in the current business environment is certainly welcome.