Master Agent, Distributor Update: Big M&A, Global Expansion Set the Market
Synnex, Telarus, Intelisys, Ingram Micro. Get your master agent and distributor updates all in one place.
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The mega merger between Tech Data and Synnex totaled $7.2 billion and caught the attention of the channel.
The two distributors came together to form a combined company that rivals market leader Ingram Micro. However, an Ingram executive responded favorably to the news, positing that Ingram grew significantly back when Tech Data acquired part of Avnet.
See what Ingram and D&H Distributing said about the news.
The Utah-based master agency harnessed its growth investment from Columbia Capital to buy a company.
Telarus bought Philadelphia-based Chorus Communications, whose leaders joined Telarus as senior partner development managers. They said they chose Telarus over other suitors.
Telarus also hired a vice president for Europe, the Middle East and Africa.
Get details on the acquisition.
Ingram Micro Cloud‘s new vice president of global cloud channel sales said the company is leading partners to deliver more security solutions.
Victor Baez said the distributor is encouraging partners to layer security into every implementation they perform. He also noted that Ingram Micro Cloud is seeking to measure partner success by end-user activity.
“If we as an ecosystem don’t drive the right level of adoption and successful outcomes … then we’re going to miss a great opportunity,” he said.
Baez shared more of his thoughts with our Kelly Teal.
The California-based company handed out an award that was six years in the making.
Sales agent RDS Solutions reached $5 million in monthly net customer billings, the number that Intelisys made central in its “Drive for 5” program. As a result, Intelisys gave RDS $1 million. They companies have partnered for the entirety of RDS’ existence.
Reead about the award.
Backup provider Veeam recognized its top partners, including its top distributor.
Arrow won Veeam’s North American distributor of the year. In addition, Veeam named The Lillis Technology Group as its top VAR.
See the awardees.
The Arizona-based company broke a sales record for one of its suppliers.
PlanetOne obtained more than $1 million in new Nitel sales in calendar year 2020. Executives said multilocation deals helped propel the feat.
Learn more about the recognition.
The cloud distributor is tackling the U.K. market.
Pax8 formalized Pax8 UK, whose team includes new recruits as well as members of Wirehive. Pax8 in January announced its purchase of U.K.-based Wirehive.
In addition, Pax8 announced a $96 million funding round.
Read about Pax8’s European expansion.
The video conferencing company grew its support for the master agent channel.
Zoom changed its commission structure to encourage partners to sell Zoom Phone and Zoom United.
Also, Zoom tapped Jim McGarry as its leader of master agent channel sales in the central region. The Mitel veteran is serving in a newly created position.
In addition, Zoom named Avant its first platinum partner.
Edward Gately has the scoop on the commission changes and hire.
TBI added several new employees and suppliers.
The company hired a mobility-focused channel manager and channel managers that focus on the central U.S. and East Coast, respectively. TBI also filled channel manager gaps in the Northeast and western U.S. In addition, the company publicized several promotions.
New suppliers include Avaya, Privafy and MobilSense.
The Chicago-based firm also hosted a virtual event, where several partners offered advice to their peers.
Read about some of the hires.
The Florida-based firm launched a new rewards program.
The six-tier structure incentivizes partners to reach the highest level of $2.5 million in monthly recurring revenue. Rewards include paid travel expenses.
In addition, TCG continued its streak of supplier agreements, signing Consolidated Communications and several other vendors.
Get the latest update on TCG.
Agent channel leaders are trying to save rural health care commissions.
We spoke to IQ Wired CEO Darcee Nelan and Alliance Partners CEO Bill Power, who are both playing a leading role in the Technology Channel Sales Professionals (TCSP) organization. The watchdog organization seeks to overturn an FCC ruling that prevents consultants from earning commissions on rural health care deals.
TCSP signed an FCC petition and is seeking signatures.
Get details on the situation.
The AppSmart-owned master agent signed a new supplier.
MicroCorp agents can now sell Broadvoice products and services. MicroCorp also teamed up with Lingo Communications.
Check out our story on the Broadvoice partnership.
Speaking of AppSmart, it celebrated a supplier recognition.
Telesystem awarded AppSmart master agent of the year. That means AppSmart earned more recurring revenue last year than any other partner.
AppSmart has bought master agents MicroCorp, Converged Network Services Group (CNSG), Telegration and WTG.
See the Telesystem award.
The AppDirect division gave agents an alternative to M&A and bank loans.
We wrote about AppSmart‘s Invest program, which provides recurring commisions to partners who maintain full ownership of their companies. Several influential partners have jumped at the opportunity, including Global Communications Group (GCG).
Learn more about AppSmart Invest.
Sandler Partners signed a new supplier.
Agents can now sell offerings from Momentum Telecom. A Sandler executive praised momentum for its smooth unboarding and reliable network.
Read the article.
The distributor made strides in diversity and inclusion.
First, the company changed its recruitment strategies in order widen ts pool of talent. Then it rolled out a webinar dedicated to fostering LGBTQ+ inclusion.
Read Christine Horton’s story.
The distributor made strides in diversity and inclusion.
First, the company changed its recruitment strategies in order widen ts pool of talent. Then it rolled out a webinar dedicated to fostering LGBTQ+ inclusion.
Read Christine Horton’s story.
Master agents and distributors continue to invest hiring, suppliers and acquisitions.
Now that we’ve brought together the Channel Partners Online and Channel Futures websites, we’re putting our quarterly updates of master agents and distributors in the same place. Yes, these company types can differ significantly from one another. But both play a key mediating role between the end-partner and the vendor. Both also function as key resources for partners looking for training, technical support and advocacy.
We assembled 17 of the first quarter’s biggest master and disti stories to get you caught up. In many cases, the news is financial in nature. Of course we feature the multibillion-dollar transaction between two large distributors that will shape the future of the channel. Our recap also includes our discussion of the ominous FCC rural health care ruling that could significantly impact the agent channel.
View the slideshow above to see the latest updates in the world of technology distribution.
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