Motorola Teams With SYNNEX on MobilitySolv

By Craig Galbraith Comments
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IT distributor SYNNEX announced Thursday at its national conference in Greenville, S.C., that its global mobility solutions business unit, MobilitySolv, now offers Motorola Solutions' wireless and network solutions.

The companies say their team-up will help solution providers build services-led business models, selling end-to-end mobility solutions to enterprises, midmarket companies and SMBs.

The venture with Motorola is part of SYNNEX's "Connect, Move and Control" mobility strategy, which is focused on offering wireless connectivity products that provide organizations with secure and compliant solutions. Those include Motorola's WLAN, WLAN mesh networks, enterprise voice and AirDefense (security) products.

Motorola Solutions' networking products span across many verticals, including government, health care, education, retail and commercial, which SYNNEX says dovetail into its strong vertical market practice.

In an interview with Channel Partners, Adnon Dow, vice president of SYNNEX's global mobility business unit, said the Motorola agreement is "absolutely crucial in SYNNEX's overall strategy," particularly when it comes to security.

"Retail, public safety, health care — these are very highly compliant verticals. ... All that information that traverses the network is either highly sensitive information or it's information that is governed and has to be compliant," Dow said.

" ... Other wireless infrastructures don't provide that level of compliance, at least across all of these verticals. They may play hard in one but they're not pervasive across all. This is why the Motorola capability is crucial."

"With SYNNEX's strong, aggressive reseller community and solid mobility strategy, we provide a complete roadmap for solution providers to create highly efficient end-to-end mobility solutions," said Mark Kroh, vice president of North America channels, Motorola Solutions, in a prepared statement. "As the industry continues to evolve, that is exactly where we see the growth — solution providers with end-to-end mobility solutions."

SYNNEX launched MobilitySolv in April as part of what it calls its comprehensive channel mobility strategy. It's designed to help resellers capture the entire sales opportunity as businesses grow increasingly mobile.

The company aligned with Verizon Enterprise Solutions earlier this year. VARs can sell Verizon network services, advanced communications, cloud, applications, mobility and M2M via the SYNNEX partnership.

Dow says the Verizon agreement already is reaping benefits for these resellers.

"[VARs] for the first time now have a seat at the table so when they sell that router, that switch, they can talk about the telecom service. Before, they weren't able to — not many," Dow told Channel Partners. "A few had agency agreements on the side, but they were only able to sell limited services. Now they have the entire portfolio of services. They can create a recurring revenue stream and a higher gross margin opportunity relative to what they can get on the hardware side. The challenge is the adoption rates are a little slower than we expected because their traditional skill set is not in the telecom business. That being said, we're getting great traction, we have signed up a huge amount of partners, and we're building the pipeline to start seeing this activity go, and once it starts rolling, it's going to snowball. That's the wired infrastructure component. On the wireless side, we're seeing huge incremental activations."

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