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Synnex Execs Outline Growth Opportunities for Partners

By Lynn Haber
September 30, 2016 - News
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Lynn HaberSYNNEX INSPIRE — A panel of Synnex executives, speaking at Synnex Inspire 2016 this week in Greenville, South Carolina, homed in on a few of  the company’s Solv solution areas – public sector, cloud, mobility/IoT, convergence –as they shared their insights around the incremental growth opportunities for partners who have the drive and desire to take on new capabilities and solutions. 

While Synnex is committed to its core – or legacy – business, it’s the company’s new bets, or growth areas, that it hoped to get partners in the room – about 1,800 registered attendees – excited about. The panel included moderator Peter Larocque, president of NA distribution; Eddie Franklin, vice president of public sector and verticals; Rob Moyer, vice president of software and cloud services; Tim Acker, vice president of mobility; and Reyna Thompson, vice president of convergence.

Franklin got the Q&A rolling by outlining a few opportunities ahead in 2017. Looking at both TAM (total addressable market) and federal funding for opportunities, he talked about regulated industries, i.e. transportation, utilities and health care, and how achieving compliance happens with IT. It’s what he called the second tier of all of those industries – or not the very largest players – who are under extreme pressure to automate and deliver results.

Franklin also suggested that partners need to double down on the investments they’ve already made in specialty vertical areas and not get stale or complacent. Here he pointed to the company’s education and STEM business, as one that continues to evolve, particularly around higher-end devices and cloud.

Moyer talked about what’s driving the company’s hybrid cloud strategy and business today.

Following industry trends, he noted that Synnex is betting on his business units: Microsoft, Google and hybrid cloud — including vendors such as Red Hat and Docker, which recently partnered with both Hewlett Packard Enterprise (HPE) and Microsoft. Partners need to take advantage of those partnerships as Synnex gets ready to launch container-as-a-service, as well as a CloudSolv University to help partners get into that business.

“That’s where you’re going to get new customers and double-digit growth," he said.

For partners in the room who may already have a data-center business, Moyer suggested that to move into the new growth areas, they move into verticals and own them. Partners already doing that are growing their businesses by getting more technical, bringing in application developers and even bringing in an adjacent sales force for cloud, for example.

“How to bridge the gap – if you look at the trend lines, hybrid cloud for example, what we’re seeing with containers – what Red Hat or Docker is doing – it’s building a ...

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