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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.
If you look at pre-merger and post-merger TechSelect, what are some differences in the community and the benefits are that the members receive?
From a tangible perspective, credit line extensions, any terms, the amount of credit, and discounts on shipping, all those are expanded.
How about the intangible benefits?
The intangible benefits are the number of services that are offered. There are additional financial offers, as we discussed. We have additional service offers that are offered to these partners on top of the fact that [legacy] Synnex had a very wide Solv offering. There was PrintSolv [managed print services], DemandSolv [marketing services], GovSolv [state and local government and education services]. That was a wider breadth of offers than what Tech Data had in the Solv frame of reference. So you add all those things together, that‘s a pretty wide arsenal of additional things we can give partners to hunt with. And the intention is for them to widen their offerings and frankly appear bigger than they are with TD Synnex as their ‘hidden muscle.’
How is vendor participation in the TD Synnex communities changing?
Our vendor investments continue to scale. If you look at where we stand in terms of the number of vendors that sponsor Tech Select and Varnex, right now I‘m up almost 55 percent year over year in vendor investment in dollars. We’re up roughly 40 percent in the number of vendors that support the communities. Why would that be? Well, vendors have taken note that we’re growing, that the partners within the communities grow at a rate and pace faster than the average and faster than market. They know that it‘s an audience that wants to learn solutions, and every vendor wants to be part of a solution. And part of the good luck is timing because, post-pandemic, people want to learn and vendors want to invest. I happen to have communities that are growing faster than the market, and vendors are taking advantage of that. Of course, we want our membership to grow. So the more vendors I have, the more benefits I can give members because there’s more investment.
Also, as we expand communities, one of the ideas I have is that partners oftentimes are presented with global opportunities. I don‘t know if you’ve been in the export business, or if you‘ve dealt with Europe. I have. Exporting things is not easy, and it’s costly. And if you want to have a startup in Europe, that‘s not easy either. We have a new global outreach team where we will facilitate global business to end users on behalf of our partners. And so if somebody needs to do business in the United Kingdom, we can help with that. If somebody needs to do business in Australia, and let’s say a partner has an end user that has a branch in Melbourne, we can help with that. So our global outreach services is growing very quickly. And part of the benefits of being within the community is you‘ve got access to those global team members. And that’s new.