https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Tech Services Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
    • Diversity, Equity & Inclusion
  • MSP 501
    • Back
    • MSP 501 Information Center
    • 2021 MSP 501 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2022 Editorial Calendar
  • Awards
    • Back
    • 2021 MSP 501
    • Circle of Excellence
    • DE&I 101
    • Top Gun 51
    • Channel Partners 101 (CP 101)
  • Events
    • Back
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Tech Services Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
    • Diversity, Equity & Inclusion
  • MSP 501
    • Back
    • MSP 501 Information Center
    • 2021 MSP 501 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2022 Editorial Calendar
  • Awards
    • Back
    • 2021 MSP 501
    • Circle of Excellence
    • DE&I 101
    • Top Gun 51
    • Channel Partners 101 (CP 101)
  • Events
    • Back
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Agents
  • Cloud Service Providers
  • Channel Partners Events
 Channel Futures

Data Centers


Synnex’s Microsoft Cloud VP Espouses Benefits of Hybrid, Verticals

  • Written by Ellen
  • October 12, 2015
Hybrid cloud will stay with us; legacy, on-premises apps will “punch out" to cloud.

Ellen MuraskinEllen Muraskin, Channel Partners senior editor, attended the Synnex North American Conference earlier this month. There, she caught up with Rob Moyer, vice president, Synnex’s Microsoft Global Business Unit and Cloud Services. They had a conversation about cloud migration, top verticals for cloud and the role the distributor and the software giant are playing in helping partners.

Channel Partners: How are you helping channel partners as they help their clients navigate cloud migration?

Rob Moyer: We help partners build their solutions based on the most likely environment today. That’s kind of how we’ve aligned our team, into private/hybrid cloud, Microsoft and Google business units. When you run legacy apps you’re probably using on-premises servers, but there’s some sort of mechanism to punch out to public cloud like Azure or AWS. We just signed Commvault as a vendor; they make it easy for people to manage hybrid environments like this. They also have a new program for MSPs on a monthly billing model.

CP: Do you see any trends in public vs. private cloud vs. hybrid?

RM: You have to look at segmentation; SMBs are consuming public cloud at a must faster rate than enterprise. Hybrid and private cloud tend to be midmarket and above, where public cloud tends to be very workload specific, and takes up a greater percentage of SMB environments. 

CP: Do you see hybrid cloud as an interim choice?

RM: We think hybrid cloud will be here for a long time. Many companies still have business processes they built their business on. Those legacy apps are not going to go away. They may run core applications in their business in a more traditional way, but go into a hybrid environment, whether it’s workloads or specialty applications, to adopt Office 365, or CRM, or Skype, or some of the Google stack. Areas like storage, too, you’re seeing all these entrants in backup and disaster recovery.

CP: Which verticals are strongest in cloud adoption?

RM: I’d be hard pressed to pick any particular vertical; cloud is being adopted in every area, but I’d say look at education. We saw some trend lines and built solutions that wrap around Google, making it dead-simple for a partner to go into a K-12 environment with an end-to-end solution. They may have their own team, or we may have to help with deployment and training. That market has been very ripe for adoption; I’d say it’s been successful with both Google and Microsoft.  It’s been almost “no-IT IT”; that’s what made it easy.

CP: Can you describe what a typical K-12 sale looks like? It’s a lot of hardware, isn’t it?

RM: Absolutely. You may need help on wireless network, you need devices, we can help in terms of white-label. For example, when we started we would do proof-of-concept, so we created a sandbox for demos. Whatever partners needed could be part of that sandbox. It was almost like building configurators and making it a la carte. We also do the last mile, which is usually the part where partners need the most help.

It’s not just about selling to IT directors. Many of these school districts don’t …

… have one. It’s about creating the use case that lets these teachers manage their own local environment, down to real-time tests. That’s why we hired educators. Our job is to help partners get there faster. Some need no help, some need us to do all the heavy lifting.

CP: What Microsoft pieces are these K-12 customers buying? Is it the same Office 365 as SMBs?

RM: With Microsoft, we’re just starting to deploy Lightspeed for teachers; managing a locked-down, filtered environment in the classroom in a simple way.  Google did a very good similar job with Chrome Management Console. 

CP: What other areas are particularly active?

RM: We’re also starting to see trend lines in public safety. It’s cloud, it’s devices, it’s IoT, with some sort of connectivity backed up to something like an Azure.

I think that often people overthink cloud. It’s the simplicity that it just works in that scenario. It’s not just about aggregating cloud solutions; that’s been in the disty headlines for a while, but it’s not ours. It’s about building solutions in hardware and cloud, making it simple, and going where the trend lines are so partners can grow faster than market.

CP: What verticals are slowest to go to cloud?

RM: Again, that’s a hard question to answer because i see it being adopted everywhere. We tend to see slower adoption along geographic lines than vertical. Major metros tend to adopt faster. Three or four years ago we got a good lift in the West and Northeast, South Central. You can’t discount the impact cloud has had on CRM, email. I love what Microsoft’s doing with Skype coming up.  I don’t see any industries not starting with at least a workload or two.

CP: What are you doing to help partners move toward a subscription-based revenue model?

RM: The trend lines we see are partners getting growth from their public cloud and their subscription services, while they’re managing the transition off their core business. Rewards come down to how efficiently they can manage their operations and compensation. Some partners are very adept at it, and some are still having a tough go. From what we can tell, partners who are making a good transition are thriving. I’d also say that it’s creating a new class of partner, as well.

CP: Can you elaborate?

RM: You have VARs who are making the transition to MSP, you have born-in-the clouds, you have private hybrid and hosters. I would argue that the pie will continue to evolve as you see more diversity in partner types emerge.

Tags: Agents Backup & Disaster Recovery Business Models Cloud Data Centers IoT Mobility & Wireless

Most Recent


  • Barracuda Discover22 EMEA
    Barracuda Sees Huge Shift to Managed Services Among Partners
    Nine out of 10 Barracuda partners now identify as MSPs as CEO Hatem Naguib details “going heavy” into managed services.
  • Grabber machine
    Converge Technology Solutions Snaps Up PC Specialists
    This is the California-based company’s 31st acquisition.
  • Ingram Micro Cloud Summit: From the Expo Floor
    "By gaining access to an ecosystem of partners, we’ll put distribution at the center of our channel strategy,” summit participants said.
  • Old job new job
    Exclusive: Zoom Channel Leader Laura Padilla Takes New Role with Airtable
    Airtable's valuation reached $11 billion in December.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • hybrid clouds
    Nutanix, HPE Team on Hybrid, Multicloud via GreenLake
  • Cloud Certification
    CompTIA Updates Cloud+ Certification, Drops New AI Guide for Businesses
  • Cloud security
    VMware Debuts Cloud Web Security on SASE Platform
  • Partner programs
    Commvault Adds New MSP Partner Program with Specific Pricing

Upcoming Events

View all

Channel Partners Europe

June 14, 2022 - June 15, 2022

MSP Summit

September 13, 2022 - September 16, 2022

Galleries

View all

Ingram Micro Cloud Summit: From the Expo Floor

May 20, 2022

What Does TSB Consolidation Mean for Vendors? Channel Reacts to PlanetOne-Avant Deal

May 19, 2022

The Gately Report: BlackBerry Ups Investment, Support of MSSP Partners

May 19, 2022

Industry Perspectives

View all

How SD-WAN Helps Secure the Expanding Network Perimeter

May 19, 2022

A Sneak Peek at the 2022 BrightCloud Threat Report

May 17, 2022

Build Customers for Life with CX and Lifecycle Selling

May 16, 2022

Webinars

View all

Simplifying SaaS Security for MSPs

April 27, 2022

How to Supercharge The Network to Support Your IT Superhero Moves

May 3, 2022

The 2022 MSP Challenge: Scale Service Delivery Despite the Talent Gap

April 21, 2022

White Papers

View all

The New Bottom Line: How MSPs Can Meet the Healthcare Crisis While Evolving Their Businesses

April 19, 2022

How to build a Security Operations Center (on a budget)

April 4, 2022

The AT&T Cybersecurity Incident Response Toolkit

April 4, 2022

Channel Futures TV

View all

AT&T, Microsoft, Cisco, ThreatLocker on Unlocking Partner Potential

Agents Share ‘Secrets,’ Industry Opportunity

May 11, 2022

Vonage Addresses Potential Partner Opportunity via Acquisition by Ericsson

May 5, 2022

Lumen Technologies ‘Built for Growth and Scale’

May 4, 2022

Twitter

ChannelFutures

We are proud to recognize @UNESCO's World Day for Cultural Diversity for Dialogue and Development, a day to celebra… twitter.com/i/web/status/1…

May 21, 2022
ChannelFutures

.@barracuda seeing huge shift to managed services among partners at #discover22 dlvr.it/SQmR1y https://t.co/driODezzpS

May 20, 2022
ChannelFutures

.@ConvergeTSC has just announced the acquisition of PC Specialists (@TIGConnect). dlvr.it/SQmMqK https://t.co/suLrTFx1W1

May 20, 2022
ChannelFutures

Photos from Expo @IngramMicroInc Cloud Summit for @pluralsight, @Vonage, @CloudCt4, @watchguard, @TenableSecurity,… twitter.com/i/web/status/1…

May 20, 2022
ChannelFutures

.@Zoom channel leader @LauraPadillaSF has taken a new role with @airtable. dlvr.it/SQm6pd https://t.co/R71QtFlwwy

May 20, 2022
ChannelFutures

Was Cisco right to blame "external factors" for its latest numbers? @zkerravala, @AnuragTechaisle, @OmdiaHQ and… twitter.com/i/web/status/1…

May 20, 2022
ChannelFutures

The deal between @Avant_CCC and @PlanetOneComm comes at a critical juncture in the channel, as vendors envision dea… twitter.com/i/web/status/1…

May 19, 2022
ChannelFutures

.@QNAP_nas warns of #ransomware attack on storage devices. dlvr.it/SQhjs3 https://t.co/2FL32Zh5Be

May 19, 2022

MSSP Insider

Business advice for MSSPs and news from the broader security channel.

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Galleries

Educational slide shows and images from live events.

Media Kit And Advertising

Want to reach our audience? Access our media kit.

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Events
  • Telecoms.com
  • MSP 501
  • Black Hat
  • IoT World Today
  • Omdia

WORKING WITH US

  • Contact
  • About Us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2022 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X