Most AV integrators and consultants probably shrugged upon learning that IT distributor Synnex Corporation had been authorized to give its federal government resellers access to Dell’s client and enterprise offerings, including Dell server, storage, networking, converged infrastructure, software, and rugged mobility and client products.
Big deal, right?
Well, the move is more than just a boon for Synnex’s large crop of federal resellers who gain an opportunity to solve government clients’ needs with a highly-sought and well-known line, according to Eddie Franklin, VP of sales, public sector/vertical markets for Synnex. He says the opportunity for Synnex resellers will have a trickle-down effect on the integration channel, including traditional AV firms.
Franklin on why this is good for the channel:
Previously Dell Federal products were only available direct. Dell is a large enterprise, but on the federal side they have a finite amount of resources and those resources can only support so many Federal resellers.
Adding Synnex amplifies Dell’s message to the federal channel and also allows Synnex to provide a host of value added services to new and existing Dell Federal partners.
Fundamentals like: additional credit capacity, inventory position, expedited quote and configuration support are obvious, but Synnex also offers many services specific to the federal market, like UID tagging, A/R outsourcing, customized logistics and invoice consolidation of federal POs for large deployments.
Franklin on impact for traditional AV firms serving federal government customers:
Synnex being able to offer Dell Federal products definitely impacts AV integrators in a positive way. Dell products are prevalent in all major federal agencies.
The ability to combine A/V solutions with Dell products means AV dealers servicing federal customers can now sell a complete IT solution. In the past, AV integrators might have shied away from advancing Dell because they could not get the right level of support. Now they can rely on Synnex to provide access and support for Dell Federal products.