As customer demand for subscription-based services and flexible payment models continues to grow, MSPs and resellers are under increasing pressure to align technology investments with the way customers buy and consume IT.
In this video interview, Robert Beange, Inside Sales Manager for TD SYNNEX Capital Europe, and Rene Stuiver, Sales Director for TD SYNNEX Capital Europe, discuss how financing can help partners support customer needs and win more business. Drawing on more than five decades of combined experience, they share practical insights into the changing role of financing in the IT channel.
Key takeaways from the discussion
1. Financing is about winning deals
When asked to describe TD SYNNEX Capital in a single sentence, Rene’s answer was simple:
“We help you to win deals.”
Financing is not simply a way to pay for technology. It can help partners remove budget barriers, offer customers greater flexibility and support projects in moving forward.
As Robert explains:
“We want to help our customers grow. We want them to win more deals.”
2. Supporting today’s consumption models
As more organisations adopt subscription and as-a-service approaches, MSPs may need to invest in infrastructure before the associated revenue is realised.
“End users are increasingly asking for more as-a-service models, which is all good, but infrastructure needs to be in place and paid for,” says Rene.
Financing can help bridge that gap by aligning technology investments with modern consumption and payment models.
3. Challenging financing myths
One misconception discussed in the interview is that financing is difficult to understand or implement.
“It’s a myth that I think we really need to bust about finance being complicated,” says Robert.
Rene adds:
“Financing is super simple when you are being served by a trusted advisor.”
Partners do not need to become financing experts themselves. With the right guidance, financing can become a straightforward part of the sales process.
4. Speed matters
When customers are ready to move forward, delays can put opportunities at risk. Financing should help accelerate deals rather than slow them down.
“Financing can accelerate your transaction in terms of time, but also in terms of closing the transaction,” says Rene.
The integration between TD SYNNEX and TD SYNNEX Capital can help incorporate financing into the wider procurement process, enabling partners to progress from quote to delivery with less friction.
Supporting future technology investments
As technologies such as AI continue to evolve, projects are becoming larger, more complex and often more expensive. Financing can help partners support customer investment without unnecessarily delaying adoption.
