Channel Chief Bio and Background:
Rob Moyer came to SYNNEX in 2011 with more than 15 years of sales and marketing experience. Since joining SYNNEX, Moyer has had primary responsibility for the Microsoft and Cloud businesses in the U.S., and recently added responsibilities for all of Software for North America. He manages more than 100 associates in the United States, Canada and the Philippines, running a business quickly approaching one billion dollars. Prior to his current role at SYNNEX, Rob consulted with mobile app startups, including Motherapp, where he was instrumental in launching its US efforts, and SeeScanLike, which led to an acquisition. Previously, Moyer worked with Microsoft as Director of U.S. Distribution; Siebel Systems, as a partner implementing sales management processes via indirect sales channels; Ingram Micro, where he was a founding member of the successful launch of VentureTech Network; and eSystems Design as vice president of sales and marketing. Rob graduated with a BA in Political Science from California State University, San Marcos and now lives in the San Francisco Bay Area with his wife and their many pets.
Leading products/services sold through North American channel partners:
Microsoft software and devices, Google software and devices, Red Hat Enterprise software, Mobile Carriers including Verizon and T-Mobile, and strategic emerging software vendors such as Docker Inc. and other containerization software and security vendors.
Partner organization's top accomplishments in the channel over the past year:
This year SYNNEX CLOUDSolv launched version 2.0 of what is now our Cloud, Mobility & IoT Community which currently includes 1,100 key partners representing over $20M in revenue. We also launched exclusive distribution of G Suite (Google Apps) in North America. Finally, SYNNEX achieved significant year-over-year growth in mobility carrier business, and our devices under management at an all-time high in 2017.
Describe how your partner community has grown over the past year either in average revenue per partner or overall expansion of your partner base or in specific market segments:
We have enjoyed significant growth this year within the community SYNNEX Cloud Community. Not only is membership up 50 percent year-over-year, but current members have nearly doubled their revenue in 2017 while working with the SYNNEX teams. Of the partners transacting cloud business through the CLOUDSolv portal, over 85% are self-service within our portal. Our longstanding software and mobility business continues to grow as well, and this has been a record year with devices being sold adjacent to cloud and mobility business.
Provide one example of how you personally worked to help or solve a problem for a solution provider over the last 12 months:
Recently, one of SYNNEX' strategic mobility partners approached me about our GPS tracking and sensor solutions, and I challenged them to find a way to expand it and scale by moving their platform onto Microsoft Azure. They have since said publicly that before meeting me and my team, they had not envisioned or understood how cloud was an integral part of their IoT mobility strategy. They thanked me for bringing strategic cloud vendors to the table, who listened to our partner and are now invested in that partner's success.
What one market force is having the biggest impact on your company's channel strategy for 2018 and how are you accommodating for it?
There is a new wave of innovative products and services related to IoT and SYNNEX is seeing that in our business. The edge is getting smarter. We are accommodating for this market force by investing further in sales and technical resources, and an IoT lab at SYNNEX that is available to our customers. Our goal is to get the right vendors together to tell a better story, and assist our customers with projects to solve real problems for their customers.
What are your top channel goals for 2018?
Migrate partners to cloud solutions,Improve partner technical skills,Increase the amount of recurring revenue going through partners
Describe how your organization's strategy around channel Market Development Funds (MDF) is changing in 2018 compared to last year.:
We will continue our strategy of investing back into the business, but in 2018 you will see us shifting focus into specific growth areas within cloud, mobility and IoT. There, we are investing in our Cloud/Mobility/IoT Community by adding access to benefits such as an IoT lab, increased technical sales support, and continued improvements in our partner-driven CLOUDSolv platform.
Name the single most innovative initiative for which you and/or your team were responsible in 2017 and describe its impact on your partner community.:
The trend lines are pointing to cloud computing growth, and we believe in doing what's necessary to enable our resellers to offer more at a faster rate with Microsoft Azure. This year, our team launched Azure Machines in CLOUDSolv. Resellers can now leverage our portal for certain solutions on the Microsoft Azure platform using pre-defined templates, making it seamless for our partners to deploy Azure services within their customer base.
What were the key channel/partner investments you made over the past year?
SYNNEX Cloud Community growth Google G Suite launch IoT / Mobility business unit merge CLOUDSolv Platform improvements
What honors, awards or commendations - professional or personal - have you won over the past year?
Red Hat Commercial Distribution Partner of The Year Microsoft Surface Worldwide Distributor of the Year Microsoft Gold Excellence in Operations Google Cloud 2016 Global Partner Award for Devices Ecosystem Customer Success
What is the best piece of business-related advice you've ever been given and who gave it to you?
"Be the CEO of yourself." Rick Sbrocca
What is the best business book you read this year and why?
"Consumption Economics: The New Rules of Tech" by J.B. Wood talks about how megatrends like cloud computing rising consumer technology are affecting cost expectations and buying patterns.
What's one item on your bucket list and why is it on there?
Own and taco truck in Hawaii, because "Hawaii and tacos" seems like a pretty good life.