… rethink the way it enables partners.
“We’ve done more around building out our service opportunities for you, expanding our cloud marketplace, and offering more enablement through education and the launching of new playbooks,” she said.
When it comes to cloud, security is a big play and focus for Thompson’s group, who is advancing more service and cloud opportunities.
“Here, security is the key, though, because when security is embraced, the cloud is embraced,” she said. But the security play isn’t just about security — it’s about emerging technologies that will become increasingly important to both partners and their customers in the upcoming years.
With that, Thompson told the audience that her group is investing in more training for her team, exposing them to more technologies so that they have the knowledge to talk about multiple technologies, better enabling them to work with partners and market holistic solutions.
In the public sector, Synnex’s investments in education and public safety reaped the biggest payback in 2017, according to Franklin. The change he noted was in offering solutions that solve problems — rather than merely products.
Looking ahead, he said that some big bets are using services such as device subscriptions, Microsoft Azure, and financing options to help drive the cost out of technology. Franklin made a point of talking about the regulated industries that need technology to meet their regulation requirements, and the opportunity there for partners.
A data-center transformation initiative is at the forefront of what’s going on in the professional services organization at Synnex.
“There’s a pent-up demand in the end-user community to cloud enable their environment, and there’s also a skills and talent shortage when it comes to cloud expertise,” noted Nesbit. The current data-center transformation is designed to enable partners – both in sales and technically – on how to pursue this market and tap Synnex’s bench of technical experts, to handle implementations, migrations, etc.
Another expanding initiative is around wireless assessments. Franklin said that Synnex helped partners with about 3,000 assessments over the past year.
“And partners who did those assessments saw their wireless business grow about 60 percent,” he said. ServiceSolv at Synnex also offers free vulnerability assessments. Of the 400 vulnerability assessments it did, more than 90 percent failed.
“That’s an unbelievable opportunity,” Franklin noted. One partner reaped $1 million in sales within 90 days of a failed vulnerability test for a hospital customer.