https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • Analytics
    • Artificial Intelligence
    • Cloud
    • Data Centers
    • Desktop
    • IoT
    • Mobility
    • Networking
    • Open Source
    • RMM/PSA
    • Security
    • Virtualization
    • Voice/Connectivity
  • Strategy
    • Back
    • Best Practices
    • Business Models
    • Channel 101
    • Channel Programs
    • Channel Research
    • Digital Transformation
    • Diversity & Inclusion
    • Leadership
    • Mergers and Acquisitions
    • Sales & Marketing
    • Specialty Practices
  • MSSP Insider
    • Back
    • Business of Security
    • Cloud and Edge
    • Endpoint
    • Network
    • People and Careers
    • Training and Policies
  • MSP 501
    • Back
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Our Sponsors
    • From the Industry
    • Content Resources
    • COVID-19 Partner Help
    • Galleries
    • Podcasts
    • Reports
    • Videos
    • Webinars
    • White Papers
  • EMEA
  • Awards
    • Back
    • Excellence in Digital Services
    • 2020 MSP 501
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Partners Evolution
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
  • Channel Mentor
    • Back
    • Channel Market Intelligence
    • Channel Educational Series
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • Analytics
    • Artificial Intelligence
    • Cloud
    • Data Centers
    • Desktop
    • IoT
    • Mobility
    • Networking
    • Open Source
    • RMM/PSA
    • Security
    • Virtualization
    • Voice/Connectivity
  • Strategy
    • Back
    • Best Practices
    • Business Models
    • Channel 101
    • Channel Programs
    • Channel Research
    • Digital Transformation
    • Diversity & Inclusion
    • Leadership
    • Mergers and Acquisitions
    • Sales & Marketing
    • Specialty Practices
  • MSSP Insider
    • Back
    • Business of Security
    • Cloud and Edge
    • Endpoint
    • Network
    • People and Careers
    • Training and Policies
  • MSP 501
    • Back
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Our Sponsors
    • From the Industry
    • Content Resources
    • COVID-19 Partner Help
    • Galleries
    • Podcasts
    • Reports
    • Videos
    • Webinars
    • White Papers
  • EMEA
  • Awards
    • Back
    • Excellence in Digital Services
    • 2020 MSP 501
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Partners Evolution
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
  • Channel Mentor
    • Back
    • Channel Market Intelligence
    • Channel Educational Series
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Digital Service Providers
  • Cloud Service Providers
  • CHANNEL PARTNERS ONLINE
 Channel Futures

Digital Transformation


Shutterstock

Merge sign

Synnex VPs: Millennials, Convergence Changing the Face of the Channel

  • Written by James Anderson
  • November 15, 2018
Say goodbye to the old swim lanes. Resellers, managed service providers and vendors are becoming more alike in three ways.

SYNNEX VARNEX FALL CONFERENCE — Follow the trends and study the demographics, and you’ll be fine.

The advice comes from Rob Moyer, Synnex vice president of cloud, mobility and IoT, who spoke to Channel Futures ahead of this week’s Synnex Varnex conference in Palm Springs, California. Moyer said that although partners must “execute on today,” they’ll need to look a few years into the future to remain relevant.

One way to identify important trends is to follow the money vendors are pouring into research and development.

“Coming from a software background, we used to have an adage: Follow the developers and you’re going to follow the business,” he told us.

Rob Moyer

Rob Moyer

A good example is cloud. Moyer notes that big telecommunications companies like AT&T and Verizon are putting huge investments into cloud computing. That should be a sign for everyone. Moyer said hybrid environments will persist for a long time, but “the trendline to public cloud is very strong.” And the intense 5G race going on right now should indicate where new opportunity might be in three years.

“Bet on partners that are spending a huge amount of money on R&D, follow the trend lines and then use companies like us to understand help you understand what trend lines are working, and bring things together,” he said.

What about demographics?

Take for instance the influence of millennials on mobility (or perhaps the other way around). Moyer said the next generation in the workforce has a different conception of what the network edge is. If in the past the edge was a laptop, it has traveled a long distance. His college-age son has an IoT-enabled washing machine, if that’s any indication.

“The edge of the network moved, and I think the millennials and the next generation grew up knowing nothing different, so they’re not tied to any sort of legacy thinking,” he said.

Moyer said the channel is getting younger, but he also credited legacy partners for transforming their businesses.

For example, one Synnex mobility partner accustomed to traditional M2M technology developed a solution that allows for a portable network. She was addressing customers’ inability to deploy a network in the cloud.

“That partner innovated from the ground up on an entirely new solution that solved a major business problem, and really used her legacy assets and legacy understanding to really flip the script and come up with something new,” said Tim Acker, vice president of mobility and connected solutions.

Tim Acker

Acker and Moyer spoke Wednesday at the Synnex Cloud Catalyst Conference that preceded Varnex.

Convergence

Another trend is the convergence of channel-partner types. Moyer emphasized that the lines are blurring between partners, both in terms of technology and business model.

One study last year found that 68 percent of VARs are offering managed services. And many of these partners have developed their own proprietary technology.

“Partners are becoming vendors. Vendors are getting into services. The lines are blurring, and I think that’s exciting for everyone.”

One-quarter of Synnex’d cloud mobility practice customers were not customers in 2013, according to Moyer. That’s a testament to how partner portfolios are expanding.

“I think there are partners that have lived in a cloud lane or software lane, and there [are] those who’ve lived in hardware and [so on],” Acker said. “I think partners are getting smarter about getting deeper on their competency and partnering more effectively.”

Acker exhorted partners to rethink their purpose, taking on the oft-repeated “trusted adviser” moniker. He said that title has typically referred to a “trusted IT adviser,” rather than a “trusted business adviser.”

“Customers are becoming less and less concerned about the IT. They’re becoming more and more concerned about, ‘How is digitization affecting my business?’” he said.

Varnex, the distributor’s VAR community, turned 10 years old last year. Last year’s conference attendees heard Synnex outline its expectations for acquiring Westcon-Comstor.

Two-hundred sixty resellers are present at this year’s event to learn about opportunities, meet vendors and build relationships with each other.

Tags: Cloud Service Providers Digital Service Providers MSPs VARs/SIs Business Models Cloud Digital Transformation Mobility Networking Strategy Technologies

Related


  • Ready, Set, Go
    New, Changing Partner Programs: AWS, Tech Data, Avaya, Verizon
    Vendors and distributors thanked partners for their efforts in 2020 and geared up for 2021.
  • Business hands together, diversity
    Intel Partner Alliance Unifies All Programs, Provides New Opportunities
    The new program is designed to enhance Intel's relationship with valued partners.
  • Hacker looking at computer
    Fired Cybersecurity Chief Chris Krebs to Aid SolarWinds with Hack
    Chris Krebs was fired because he disputed Trump's claims of election fraud.
  • Cybersecurity Roundup
    Democrats to Take Charge of Federal Cybersecurity in Election Aftermath
    Democrats will have their hands full when dealing with federal cybersecurity.

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

  • Commvault Partners Get New Global Leader with Dell EMC Vet
  • How to Improve First Call Resolution with Microsoft Office 365 Service Tickets
  • Don't Wait for Fall's 'Homecoming' Channel Event — CP Virtual 2021 Is Coming Soon
  • Presidio Plans International Expansion with Arkphire Acquisition

Galleries

View all

New, Changing Partner Programs: AWS, Tech Data, Avaya, Verizon

January 11, 2021

Industry Perspectives

View all

Help Your Customers Mitigate Malware: Viruses, Worms, and Trojans…Oh My!

January 15, 2021

SMBs’ Cybersecurity Risk Awareness Is Rising

January 13, 2021

Your Cloud Data Is Protected, But Is It Portable?

January 12, 2021

Webinars

View all

Blueprint for a Scalable MSSP Practice in 2021

January 21, 2021

Who’s Behind the Mask? Hacker Personas Explained

January 26, 2021

How Managed Hosting Providers Thrive with the Alternative Cloud

February 24, 2021

White Papers

View all

Why Subscription Business Model

January 15, 2021

The Ultimate MSP Guide to Sales Efficiency

January 14, 2021

Eight Reasons Why MSPs Need IT Industry-Specific Sales Tools

January 14, 2021

Upcoming Events

View all

Channel Partners Virtual

March 2, 2021 - March 4, 2021

Channel Partners Conference & Expo

November 1, 2021 - November 4, 2021

Videos and Fastchats

View all

FASTCHAT: How SOAR Eliminates Security Challenges and Elevates Service Provider Revenues

January 6, 2021

Happy Holidays from Channel Partners & Channel Futures!

December 21, 2020

FASTCHAT: How Old, Unpatched Technologies Are Creating New Security Threats for MSPs and Their Customers

December 3, 2020

Twitter

ChannelFutures

.@IBMServices snaps up #MSP Taos for #hybridcloud expertise. dlvr.it/RqggQR https://t.co/Fy3uPDtLNw

January 16, 2021
ChannelFutures

.@LenovoBusiness launches its thinnest #ThinkPad to date @CES, revamped ThinkBooks and #ThinkReality glasses.… twitter.com/i/web/status/1…

January 16, 2021
ChannelFutures

Help your customers mitigate #malware @Tech_Data #cryptolocker #antivirus #ransomware #cybersecurity… twitter.com/i/web/status/1…

January 15, 2021
ChannelFutures

Advantages of the Subscription business model for MSPs and IT Resellers @kaspersky dlvr.it/RqgDJn https://t.co/ay694fudp3

January 15, 2021
ChannelFutures

Cloud #distributor @Pax8 launches in UK with leadership team in place. dlvr.it/RqfJWx https://t.co/RsKDCowM5V

January 15, 2021
ChannelFutures

bit.ly/3oO2vFY twitter.com/Craig_Galbrait…

January 15, 2021
ChannelFutures

The Ultimate MSP Guide to Sales Efficiency @zomentum dlvr.it/Rqc63q https://t.co/rHIVLkR01K

January 15, 2021
ChannelFutures

Eight Reasons Why MSPs Need IT Industry-Specific Sales Tools dlvr.it/Rqc62k https://t.co/MQDcIYc7G9

January 15, 2021

MSSP Insider

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.

Channel Partners Online

Want more? Find more channel news and analysis on our sister site, Channel Partners.

Media Kit And Advertising

Want to reach our audience? Access our media kit

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Online
  • Channel Partners Events
  • MSP 501
  • MSSP Insider
  • IoT World Today
  • Webhostingtalk

WORKING WITH US

  • Contact
  • About us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2021 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