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TD Synnex’s Sammy Kinlaw: CommunitySolv Unites TechSelect, Varnex And Stellr

Joseph F. Kovar

‘We’ve come together in one integrated community. And it’s really proving to be the biggest single differentiating factor that TD Synnex has above all other distributors in the business: our scale and breadth in services and our scale and breadth in financials,’ says Sammy Kinlaw, TD Synnex’s senior vice president of sales communities for North America.

What happened at this year’s TechSelect? 

It was the first TechSelect face-to-face meeting we‘ve had in two and a half years, so people have not been together for a while. A noticeable difference for me at this event was the engagement level with vendors, with partners, with the TD Synnex employees. You and I, we’ve all been to lots of conferences, and you‘ve got people doing this or that and running here and there. And I think that’s the biggest differentiator from what we had [during the pandemic], from the fatigue that was in the industry, to what you have today.

And I think the level of questioning has risen. Partners are asking smarter questions, it feels like to me, and they‘re looking for ways to empower themselves in different ways, either from a technology standpoint, from a services standpoint, or even from a financial creativity standpoint. I mean, they’re just asking really, really good questions.

Can you give an example of what you mean by that? 

Partners are interested in learning about technology. And two of the most engaged breakouts that I observed was our services breakout and our financial breakout.

The services business for us through communities is growing exponentially larger and faster than the rest of the TD Synnex business. And so the question becomes, why are we growing faster? Well, it‘s because these partners are paying to be in a club. They’re paying for membership. They‘re paying to learn. And so they’re really willing to take advantage of ways to empower and enable themselves in different ways. And I mean that with all sincerity. From a services outsource opportunity, partners know that services drive profit. And secondly, partners also realize that they‘re struggling with manpower, with staffing. And so because of those struggles with manpower and staffing, they look to TD Synnex to augment their own areas. So whether it’s something like cloud migration or desktop services, TD Synnex has brought services to a new front that we‘ve never had before because we can white-label on behalf of these partners for any of those services. So partners don’t have the expenses within their P&L from folks they have to keep on their books. They can have any number of services from quantity of one to a 1,000-unit Chrome rollout, and we can install on their behalf. Any type of cloud offering or migration that they need, we can handle. ... This is where TD Synnex is broadening the horizons in such a big way because we‘re offering services solutions and financial solutions to partners that didn’t even realize we had these offerings.

 
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Joseph F. Kovar

Joseph F. Kovar is a senior editor and reporter for the storage and the non-tech-focused channel beats for CRN. He keeps readers abreast of the latest issues related to such areas as data life-cycle, business continuity and disaster recovery, and data centers, along with related services and software, while highlighting some of the key trends that impact the IT channel overall. He can be reached at jkovar@thechannelcompany.com.

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