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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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What are some of the issues you see in that SMB digital transformation?

The issue we are facing on our digital transformation journey is the complexity. Some believe that if I go digital transformation, that means I bring everything to the cloud. That isn’t right. Cloud is just a technology. I think the SMB reseller can play a very important and big role in this to guide the end customer to help and support them to make the change happen.

You have experience running businesses in the U.S. and Europe. As some MSPs begin doing business outside the U.S., can you talk a little about the complexities of running a global business?

We are a strong player in the U.S. and Canada, but also South America. South America is in some ways equal to Europe. If you think about the markets, to be successful in South America you need strength in the center, but you also need strong execution in the countries. You have to manage different types of businesses because the countries are all different and you have to deal with local habits and local languages. You have to understand different tax systems and restrictions on imported goods. So the complexity to run a business in South America is high. In Europe it’s a similar situation. Yes, you have the European Union. That should help. But the reality is if you do business in Germany, that doesn’t mean you can do business in France and Italy or in Finland. The complexity of doing business in Europe or South America or Asia varies, very much. For distribution companies like ourselves, to run a global business is complex.

 
 
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