Varnex, a collection of SYNNEX’s most engaged and dependable partners, currently has about 500 members in North America. The company now wants to double that number, and used this week’s conference to showcase a core part of its plan for achieving that goal. Called Varnex 2.0, it’s both an expansion and a re-imagining of the partner community, according to Urban.
“We have rewritten the source code of Varnex,” he says.
The original program, which is now ten years old, offered marketing resources, reduced freight rates, and other benefits, plus access to peer-to-peer knowledge sharing forums. The updated edition is designed to help members with specialized skills collaborate on providing end-to-end, revenue-generating answers to end user technology needs.
“Many of our VAR partners have forced over the last years to specialize in a certain area because it’s so complex,” Urban notes. “Now they’re capable as a Varnex member, together with other Varnex members, to deliver a complete solution to their end customers.”
SYNNEX’s VISUALSolv, recently formed COLLABSolv, and other Solv organizations, which provide expertise in fields like cloud computing, mobility, and Pro AV, will coordinate closely with Varnex on the construction and delivery of those solutions, according to Kirk Nesbit, formerly a solutions design and support executive and now vice president of sales and partner enablement. Affiliation with one of the Solvs, in fact, will be a requirement for joining Varnex going forward.
Partners who clear that bar, however, will receive access to an all-new community portal, set to arrive soon, new training materials and enablement resources, sales coaching, solution templates, and a “concierge” team responsible for quarterbacking the solutions development process. “That’s kind of the easy button that helps break down some of the silos that we have here within SYNNEX that really slow people down in building solutions,” said Nesbit in a conference presentation yesterday.
Varnex members who grow revenue 10% or better, meanwhile, will qualify for new “incentive rebates.”
“We’re serious about growth,” Nesbit says.
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