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
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • MSP 501 Rankings
    • NextGen 101 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
    • Channel Futures 20: Top Tech Providers
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2023 Editorial Calendar
  • Awards
    • Back
    • 2022 MSP 501
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Technology Advisor 101 (TA 101)
    • Channel Leaders Lists
  • Events
    • Back
    • 2023 Call for Speakers
    • 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
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • MSP 501 Rankings
    • NextGen 101 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
    • Channel Futures 20: Top Tech Providers
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2023 Editorial Calendar
  • Awards
    • Back
    • 2022 MSP 501
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Technology Advisor 101 (TA 101)
    • Channel Leaders Lists
  • Events
    • Back
    • 2023 Call for Speakers
    • 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


  • Partner Program
    Coalesce Partners Gain Revamped Partner Program with Expanded Training, Resources
    Coalesce's data transformation solution is built exclusively for Snowflake Data Cloud.
  • ransomware attacks
    Survey: Backups Are Prime Targets for Ransomware Attacks, Most Remain Exposed
    Veeam’s 2023 Ransomware Trends Report shows many pay ransom but don’t always recover.
  • call for speakers
    Channel Futures Leadership Summit Call for Speakers Open
    Speaker applications for “The New Style of Leadership” are open until July 3.
  • Faces of the Partner
    Faces of the Partner: 6 New Tech Advisors Entering the Channel
    A significant portion of the partner community is retiring. Who will replace them?

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 13, 2023 - June 14, 2023

Channel Futures Leadership Summit

October 30, 2023 - November 2, 2023

Channel Partners Conference & Expo

March 11, 2024 - March 14, 2024

Galleries

View all

Survey: Backups Are Prime Targets for Ransomware Attacks, Most Remain Exposed

May 26, 2023

Faces of the Partner: 6 New Tech Advisors Entering the Channel

May 26, 2023

Broadcom-VMware, Alibaba Cloud, Red Hat, Google Cloud: A Hefty Roundup

May 24, 2023

Industry Perspectives

View all

Dell Technologies World: Dell Apex Expanded Across On-Premises, Cloud and Edge

May 22, 2023

Identity Is Increasingly Valuable – and Targeted

May 18, 2023

Gaining a Competitive Advantage through AV Managed Services

May 10, 2023

Webinars

View all

From Problem to Profit: Mastering the Science of Selling Using Business Outcomes

May 9, 2023

Meet the 2023 Channel Futures Channel Influencers

April 13, 2023

DE&I Dialogue: How the Right DE&I Initiatives Can Propel Your Business

April 5, 2023

White Papers

View all

6 UCaaS Reseller Challenges and How Real World Businesses Solved Them

February 1, 2023

Frost Radar: North American UCaaS Market, 2022

February 1, 2023

The Complete Guide to White-Label UCaaS for Reseller Success

February 1, 2023

Channel Futures TV

View all

Coffee with Craig and James Episode No. 123: MartinWolf M&A Advisors, CP Expo Preview

UScellular Takes On Rivals with Partner Program Simplicity

April 21, 2023

OpenText Simplifying Deal Registration, Doubling Down on MDF

April 21, 2023

Everything-as-a-Service: CloudBlue Touts Critical Customer Transition

April 18, 2023

Twitter

ChannelFutures

Who has been a diversity, equity & inclusion role model in your career? Take a moment to honor their initiatives in… twitter.com/i/web/status/1…

May 29, 2023
ChannelFutures

Paul Green @msp_voice will help MSPs gain more #customers and #sales at @ChannelEurop June 13.… twitter.com/i/web/status/1…

May 26, 2023
ChannelFutures

.@coalesceIO unveils revamped partner program. #datatransformation dlvr.it/SphJm4 https://t.co/s7fYAVmFGD

May 26, 2023
ChannelFutures

.@Veeam #Ransomeware survey: backups are not adequately protected, 85% suffered at least 1 attack in past year… twitter.com/i/web/status/1…

May 26, 2023
ChannelFutures

.@MSPSummit call for speakers is open now through July 3. The theme for this year’s summit is “The New Style of Lea… twitter.com/i/web/status/1…

May 26, 2023
ChannelFutures

Channel Futures interviewed six individuals who started an agency in the last two years. dlvr.it/SpgV6l https://t.co/JXKhJcw31A

May 26, 2023
ChannelFutures

Channel Futures interviewed six individuals who started an agency in the last two years. dlvr.it/SpgTQg https://t.co/7eIp0XgwQ2

May 26, 2023
ChannelFutures

Channel Futures interviewed six individuals who started an agency in the last two years. dlvr.it/Spg7JZ https://t.co/ETaeFysCYO

May 26, 2023

MSP 501

The industry's largest and most comprehensive partner awards program.

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 © 2023 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