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CRN Exclusive: Synnex President Michael Urban On The 'Rise Of The Super VAR'

'I believe we have more and more partners that go jointly to end customers to deliver solutions,' says Michael Urban, president of worldwide technology solutions distribution at Synnex.

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Are more acquisitions on the table in 2020?

If there are opportunities in the market that will fit in our portfolio and other future growth activities, that is exactly where we would like to invest. And there’s big changes in the market. The vendors are changing, our partners are changing, but also distributors are changing. I think there are many opportunities today in the market and I think for us it’s a good spot to be in. Yes, to answer your question, there could be acquisitions this year, but also next year.

What are the trends that you’re seeing that are going to be significant to Synnex’s earnings?

On the reseller side, we see the continuous rise of the super VARs. These companies will continue to grow and some will continue to grow through acquisitions.

On the SMB side, we see digital transformation as a big opportunity. Yesterday and the day before, I was with our Varnex council. We talked about exactly that … how we help our vendor partners and reseller partners to have success in digital transformation. Synnex is very strong in the SMB field, much stronger than anyone else in North America and ... Varnex is a good example of SMB partnerships. We help them and guide them and support them to find success on their digital transformation journey. This is not just for 2020. This is going to be 2021, 2022, and continue for the next three or four years.

End customers are looking for digital transformation, they’re asking for it, and we are helping them.

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