Synnex Execs: Westcon-Comstor Buy Offers Partners New Opportunities

Kevin Murai
Channel Partners' Lynn Haber

Lynn Haber

While in town for the Synnex Inspire 2017 conference that attracted 1,700 attendees, company president and CEO, Kevin Murai, and Bob Stegner, senior vice president of marketing, North America, met up with Channel Partners for a Q&A that put the spotlight on the company’s goals for itself and partners.

Channel Partners: What’s the challenge to bring on new technologies that are a fit for Synnex and its channel partners?

Kevin Murai: We get interested in a new vendor because in general they have a new technology that we believe either has a lot of legs to it or they’ve got a key ingredient to a solution that we’re bringing to market. So we incorporate that into how we go to market with our customers (partners), provide the training … that’s part of our role and we embrace it.

CP: Has the influx of new products into the market, for IoT and other emerging areas, made this job more difficult?

Synnex's Kevin Murai

Synnex’s Kevin Murai

KM: It’s changed a little bit but from a software perspective. Fifteen years ago, Synnex or any distribution company would have all had the same software for our partners. That would have been productivity software, operating system or a given platform security, for example. Today, we’re very excited about expanding our ecosystem of vertical-specific ISVs, those that we consider have a best-of-breed application or a specific capability that really completes a solution that we’re trying to take to market. That’s one change that’s a bit different.

CP: Let’s talk about Westcon-Comstor, and the presence of your latest acquisition at Inspire. What do partners, both Synnex and Westcon-Comstor partners, need to know about the impact on their business?

KM: It’s such a complementary transaction, and as we look forward to where we see growth happening, I’ve identified network and security as growth areas in the past few years, and we’ve grown that business, but that was also one category that we didn’t have as comprehensive a line card as we would have liked to have had. And, with that line card comes the deeper technical capability that you need to have in order to sell it … and I mean being a consultant on the design and configuration.

That’s what Westcon-Comstor brings to the table. To me it’s all about revenue synergy and having a much more complete offering to take to market in particular areas that are growing, and having the assets and the people behind it [who] understand how to sell into the marketplace. We also picked up a net new geography in Latin America.

Synnex customers (partners) now have access to buy a broader selection of product and that’s the same for legacy Westcon-Comstor customers. For Latin America, they’re a specialty distributor but they have broad coverage throughout Latin America — well over 1,000 people, mostly in country.

What I want partners to know is that …

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