Verizon Enterprise Solutions has inked a distribution agreement with Synnex Corporation that leverages the Synnex MobilitySolv strategy to engage partners in a wider range of business solutions around bring your own device and mobility as a whole.
"MobilitySolv is the umbrella branding around our mobility strategy," said Adnon Dow, vice president of global mobility solutions at Synnex. "It's about any kind of device that connects to the network, whether it is a handheld or a machine-to-machine device, and is designed to enable solution providers to manage not only the data, but the devices and security across the entire process."
"This agreement gives our partners access to a whole new portfolio that includes fixed line infrastructure services, cloud services and the advanced communications offerings," he continued. "The channel has never really had access to these types of carrier opportunities. This was usually done in the past by agents, which is a different channel from the IT channel. But the IT channel is becoming more robust and more entrenched within ecosystems, which makes them a bigger player in this market. So this expanded alliance opens up new doors and takes us into new markets."
The net objective is to help partners evolve service-oriented business strategies through broader portfolios and a variety of other resources.
"All the joint partners will have access to our Salesforce.com PRM tool," said Janet Schijns, vice president of medium business and channels at Verizon Enterprise Solutions. "This will give them access to deal registration, training and certification programs, marketing resources including MDF, and sales and technical support. So we are trying to bring to the table a configurable platform of products and solutions that includes Virtual Communications Express, voice-over-IP, FiOS, Ethernet, and MPLS."
The extended alliance offers new, incremental margin opportunities for partners, according to Dennis Rosenthal, president of JonKeith Communications Consultants, Inc., of Brooklyn, N.Y.
"I plan to leverage it with small to medium-size customers in the areas of phone lines, FiOS and possibly wireless for clients who are either looking to upgrade or to relocate," he said. "Prior to this, I would've told them to go to Verizon directly, or send them to one of my other partners in the New York City area who does similar work."
The initiative was pre-launched in February of this year, and it has been augmented by a dozen Synnex road shows and more than 150 partner meetings, according to Dow. General availability is now underway with a tiered pricing schedule based on partner level.
PUBLISHED JUNE 6, 2013