From The Editor | August 13, 2010

Bridging The Gap To Managed Services - On Demand Services


By Gennifer Biggs, security, storage, and managed services editor

As many in the managed services community know, former owner of MSPSN (MSP Services Network) Amy Luby has joined SYNNEX and is working with Kirk Nesbit, VP of Design and Support Services at SYNNEX to build out the distributor's services division. I sat down with Amy at CompTIA Breakaway to get an update on that services offering.

We talked about the goal of the On Demand services division, which is ultimately to bridge the gap for traditional VARs and resellers to the recurring revenue or managed services model. "We work with those who are truly VARs, so we are helping to support them as their business model moves to recurring revenue," says Amy. SYNNEX is doing that by offering hosted NOC (operations center), hosted help desk, and even services such as technician support as part of its new On Demand program. "We really look like an MSP, but our customers are VARs," she adds. As an example, Amy shared the story of one partner who was a small VAR but had the opportunity to roll out IT to 100 retail outlets along the East Coast – in a week. "They had the technical knowledge but they came to us for the bodies," explains Amy. "By coordinating the deployment with us, they could take this opportunity, and still earn a good 40% to 60% margins."

Listen to Amy and Kirk talk about where SYNNEX is taking its On Demand offering.