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Buying networking, security, and communications distribution specialist Westcon-Comstor two years ago gave SYNNEX and its resellers access to products from major names like Cisco and Palo Alto for the first time.
“Our line card has just expanded tremendously,” says Reyna Thompson, the distributor’s senior vice president for North American product management.
It will soon expand even further, she continues, but the vendors involved won’t be nearly as well known. SYNNEX has a program underway to identify, sign, and promote smaller vendors offering emerging technologies in up-and-coming markets. Those, according to Thompson, are exactly the kinds of companies resellers looking to grow their business most need to know about and least have time to find on their own
“Right now, they’re looking at the landscape with what information they have [and] what’s being publicized, but they don’t necessarily take trips out to Menlo Park,” she says. SYNNEX, by contrast, can afford to research such companies and separate the ones with promising solutions from those that excel mostly at hype.