All three announcements are the latest manifestations of the Fremont, Calif.-based distributor’s continuing efforts to revamp its business model for the age of cloud computing, mobility, and the Internet of Things by focusing on a targeted list of high-margin solutions, rather than simply shipping products.
Under an expanded partnership with Aerohive, of Milpitas, Calif., resellers can now activate Wireless-as-a-Service networks directly through the online SYNNEX CLOUDSolv Marketplace, and track invoices on a deployment-by-deployment basis as well. SYNNEX has been distributing Aerohive solutions through the CLOUDSolv Marketplace since November of last year.
“Aerohive is excited to be working with SYNNEX to enable partners to quickly move to managed services,” said Aerohive vice president for global channels Michael O’Brien in prepared remarks. “SYNNEX’ class-leading CLOUDSolv platform means our partners can quote and sell a managed service offering with just a few clicks. We couldn’t be more thrilled about our choice in selecting SYNNEX as our distribution partner to bring these dynamic services to market.”
SYNNEX partners can now provision and manage deployments of Mountain View, Calif.-based Symantec’s Endpoint Protection Cloud product via the CLOUDSolv Marketplace as well. Introduced in September of last year and delivered online, Endpoint Protection Cloud utilizes machine learning and behavioral analysis to protect SMBs from ransomware, zero-day attacks, and other sophisticated threats.
Resellers who order the system through SYNNEX can chose among monthly, annual, device-only, and other billing options. The distributor plans to add further Symantec products to the CLOUDSolv Marketplace over the next 12 to 18 months.
The agreement with F5 Networks, of Seattle, adds a leading name in application delivery and security to SYNNEX’ partner lineup. The two companies plan to deliver joint partner enablement resources on networking and security, including regional summit events, free go-to-market “playbooks,” consultative cloud upsell, cross-sell, and solution-selling engagements, webinars, newsletters, monthly training sessions, and more.
SYNNEX, which showcased examples of the pre-packaged, multi-vendor offerings it’s steadily rolling out at its Inspire partner conference in October, isn’t the only broadline distributor encouraging resellers to sell solutions rather than products. Ingram Micro Inc. stressed the same message at its ONE conference outside Dallas last week, and Tech Data Corp. has been sounding a similar theme since completing its $2.6 billion acquisitions of the former Avnet Technology Solutions earlier this year.