The technology vendor landscape continues to grow, and as it does, there is an evolving shift in how vendors partner, consolidate, and merge. Consolidation in the channel, including the acquisition of Westcon-Comstor by SYNNEX Corporation, has been an ongoing trend. However, there is another side of consolidation to be considered; it opens the door for VARs to build a stronger partner ecosystem.
We recently spoke with Dan Forbes, Senior Director of Field Sales for Comstor, a SYNNEX Corporation Company about the impact of consolidation on the VAR community and IT channel.
According to Forbes, consolidation has been a big factor in the marketplace. For VARs and IT resellers to stay competitive, Forbes suggests that building a stronger partner ecosystem is critical.
“You can’t do everything. The end user will inevitably ask you to do something that you may not be able to handle on your own,” said Forbes. By reaching out to your supplier network of distributors and partners, VARs can address their customer needs while expanding offerings.
First, VARs must start the dialog with potential partners. Once that dialog occurs, there is a better understanding of what a distributor or technology partner can offer to the VAR and, ultimately, the end user. Partnering also often offers a significant savings from going out to the marketplace and considering buying or merging.
Want to learn more on how VARs can strengthen their partner ecosystem? Watch this short video: