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Gary Palenbaum

Senior Vice President, Product Management, Technology Solutions, SYNNEX Corporation

Fun Facts: (Click any link for similar Chiefs.)

Number of years in current channel chief role: 1.5
Number of years with the company: 18
Number of years involved with indirect sales: 30

Worldwide Channel Partners: N/A
North American Channel Partners: N/A
Number of employees in channel organization: 11000

Reports to: Peter Larocque, President, North American Technology Solutions
Does that individual report to the CEO/president: Yes
Are You The Highest-Ranking Channel Executive In Your Organization? No
Highest-Ranking Channel Executive: Kevin Murai, President and Chief Executive Officer

Do you expect your channel sales as a percentage of your company's overall sales to increase, stay the same or decrease in the next year?
Do you expect the number of channel partners you work with to increase, stay about the same or decrease in the next year?
Organization's 2018 budget for MDF compared to 2017 is:
Channel Chief Bio and Background:
Gary Palenbaum currently serves as SYNNEX Corporation's Senior Vice President, Product Management. He joined SYNNEX in 1999 and has held numerous executive positions during his tenure. In 2007, Palenbaum was promoted to Senior Vice President of Consumer Electronics. In 2016, Palenbaum shifted responsibilities and is currently responsible for over 300 manufacturer relationships across multiple product categories including; Client Device Mobility, Audio-Video, Power & Accessories, Print Solutions, Storage Devices and PC/Server Components as well as several sales organizations. He is primarily responsible for cultivating and increasing SYNNEX' growing presence within each of these categories. Palenbaum also lived in Tokyo Japan in 2015-16 responsible for SYNNEX Infotec, SYNNEX' Japanese Distribution Operation.
Leading products/services sold through North American channel partners:
SYNNEX offers best in class services and partners with all key manufacturers. Offerings include Cloud software and devices, cyber security, infrastructure security, network management, education and public safety solutions, pro audio/visual and more.
Partner organization's top accomplishments in the channel over the past year:
SYNNEX has seen year-over-year growth in all product categories.
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:
SYNNEX grew the business within multiple product categories while the overall market was declining. SYNNEX provided accretive business and took share among its competitors.
Provide one example of how you personally worked to help or solve a problem for a solution provider over the last 12 months:
What one market force is having the biggest impact on your company's channel strategy for 2018 and how are you accommodating for it?
SYNNEX is maximizing its internal resources to become more focused in specific growth areas, such a machine learning, artificial intelligence, IoT, mobility solutions and print multifunction peripherals.
What are your top channel goals for 2018?
Improve partner technical skills,Improve partner sales skills,Improve partner profitability
Describe how your organization's strategy around channel Market Development Funds (MDF) is changing in 2018 compared to last year.:
SYNNEX is investing in improving several areas, including adding new digital communications channels and enhancing existing ones. Partners can also expect a renewed approach to attach and refresh campaigns.
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.:
We enabled partners to be involved in VISUALSolv which allowed them to create full turn-key solutions within the visual/LFD business. Also, manufacturer partners are investing in incremental/accretive business. SYNNEX has over 50 unique sales segments including an SMB segment that has provided excellent growth opportunities.
What were the key channel/partner investments you made over the past year?
Resources, solutions across multiple product categories, design and engineering expertise.
What honors, awards or commendations - professional or personal - have you won over the past year?
Hewlett-Packard Enterprise (HPE) North America Distributor of the Year
What is the best piece of business-related advice you've ever been given and who gave it to you?
"If you're the smartest person in the room, you're in the wrong room." My dad told me that.
What is the best business book you read this year and why?
"Good to Great: Why Some Companies Make the Leap...And Others Don't"by Jim Collins. It is full of valuable, relevant business examples.
What's one item on your bucket list and why is it on there?
I have been very fortunate while working with SYNNEX over 18 YEARS. Have been part of many exciting and once-in-a-lifetime experiences. The only thing left is to race in the Grand Prix.

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