Westcon-Comstor Integration Tops 2018 Synnex Strategy



SYNNEX INSPIRE — The $600 million Westcom-Comstor acquisition is the biggest in Synnex’s history and got top billing as the distributor laid out its 2018 strategy, that also includes the evolution of CloudSolv, solutions and SMB.

Synnex's Kevin Murai

Synnex’s Kevin Murai

Kevin Murai, president and CEO of Synnex, addressed 1,700 attendees in his keynote on the first day of Synnex Inspire, the distributor’s annual conference, being held this week in Greenville, South Carolina. He also noted the cultural synergies and complementary product lines between Westcon-Comstor and Synnex. The acquisition closed on Sept. 1.

“I’m really excited about what we can create together. This is a highly complementary business acquisition with virtually no overlap between the two businesses,” he said. More specifically, he pointed to Westcon-Comstor’s strength in UCC, security and networking. Cisco, and value-added products, has been the sole focus of Comstor’s business line — a huge gain for Synnex.

Turning to other core focus areas for Synnex in 2018, expect to see the evolution of the CloudSolv platform into “everything as a service.” Today, CloudSolv supports business for more than 1,000 reseller partners, most of whom transact on their own. Twenty percent of CloudSolv partners are net new to Synnex.

Partners were advised to watch CloudSolv evolve with a number of solution combinations.

“Our thinking on CloudSolv has evolved as it crosses over a number of business units within our organization,” said Murai.

In the solutions area, Murai talked about a narrower definition around digital transformation, IoT, and vertical specialization and expertise. SMB, he added, continues to be a robust focus for the company.

A discussion between Murai and Jim Whitehurst, Red Hat president and CEO, offered some words of advice for attendees — they need to have an open-source strategy, whether or not that includes Red Hat.


Because open source is 100 percent of AI, 95 percent of big data, and open source is the way that partners will support their customers and help them achieve successful outcomes.

“I recognize that we all make money selling technology and services, but long term, business is in driving business success and helping customers through successful digital transformation,” he said.

Lenovo vice president, U.S. SMB and channel sales, Sammy Kinlaw, talked about the company’s channel priorities and the new Lenovo Partner Engage Program that went live on Oct. 1.

Lenovo’s strategy is to continue to grow its PC business with mobility solutions, grow its data-center business with SystemX, and combine investment in devices and cloud looking toward IoT. Lenovo on Thursdasy announced the limited-edition ThinkPad Anniversary Edition 25, to celebrate the 25th anniversary of the launch of the ThinkPad brand.

The global Lenovo Partner Engage Program is a new …

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