We spoke to Scott Rogers, director of the TD SYNNEX security business practice, about the progress of the division and how it is making a real difference for partners looking to grow their cybersecurity business
Cybersecurity is a hyper-competitive sector in which there are many recognised specialist distributors. But the TD SYNNEX security practice is a little bit different – it’s a specialist with many years of cybersecurity experience and knowledge, operating within a larger and well-resourced distribution organisation and this is what sets it apart, says security business unit director, Scott Rogers.
‘Yes, we do have the brand and the backing of this huge, highly efficient organisation that is here for the long term to support partners. But we also have deep expertise and a clear focus on cybersecurity within the security practice. That means we can offer stability and consistency for partners, whether they are specialists in cybersecurity and digital protection or offering security as part of their wider proposition, and whether they are focused on SMB or larger customers. We have both the specialism and the scale, and we can also be flexible and adapt to partner needs. It makes us a safe pair of hands for cybersecurity.’
How TD SYNNEX are delivering great service
More importantly, delivering great service to customers really matters to the security team. ‘We absolutely do care. While TD SYNNEX is seen as a distribution behemoth, we are also a real collection of specialists and SMB is our bread and butter. It’s really important to understand that we are there to support smaller partners looking to build and grow a security practice – and we want to grow with them. We have a team of experts with a real desire and drive to make a difference and to help our partners keep their customers protected in today’s ever-changing threat landscape.’
This is what’s driving the TD SYNNEX security practice forward and making it more of a significant player, says Scott. ‘With every passing month we are becoming more visible and relevant. In the grand scheme of things, we are a relative newcomer, but we have been progressing and growing, adding key vendors, and maturing. Our profile as a security distributor is higher and we are in a place where we can really help our partners to push on and grow their cybersecurity and data protection business.’
Structured pathways to security success
In addition to the personalised customer service, Scott points to initiatives like the Security Practice Builder (end-to-end business acceleration), Cyber 101 (cybersecurity training and accreditation) and support for vendor programmes, as evidence of the division’s breadth of capability. There are also additional resources available to the security team and partners, including high level technical expertise available from TD SYNNEX’s European Security Centre of Excellence. Indeed, the latter is a good example of how being part of the larger TD SYNNEX organisation makes a difference to the security practice and the service it can offer.
These programmes and resources, he says, are having a real impact for partners, providing structured pathways that they can follow as they learn about cybersecurity and develop their own capabilities, with expert support on-hand if required. Interest in the Practice Builder is particularly strong, Scott noted. ‘We are seeing a lot of desire from partners who are not traditional cybersecurity businesses to work with us on Practice Builder. Partners get a lot out of it, and we’ve had a good number of them coming through the programme.’
There is a continuous learning programme for the TD SYNNEX security team, they are always adding to their skill sets, and investment is continually being put into keeping key vendor accreditations up to date
The investment will continue. ‘We listen to partners and continue to invest in the technical team – that is super-important – and to develop our line card, both with smaller niche players and more of the tier one vendors. Then it’s really a matter of having our finger on the pulse and making sure we are up-to-speed on the latest technologies and ahead of the game – on ransomware techniques, the use of AI in security, on SaaS [Security as a Service] identity and PAM [privileged access management], SOCaaS [security operations centre], SIEM [Security information and event management], SASE [Secure Access Service Edge], ZTNA [zero- trust network access], and on DORA [the EU’s Digital Operational Resilience Act] and other compliance regulations.’
There is a continuous learning programme for the TD SYNNEX security team, they are always adding to their skill sets, and investment is continually being put into keeping key vendor accreditations up to date, for vendors such as Sophos and Palo Alto Networks, as well.
Driving growth with security
As the TD SYNNEX security business grows, the support of the wider operation becomes even more important. It will enable the security team to bring in other experts – in networking, storage, or collaboration, for example – where partners need support across multiple technologies. With cybersecurity now integral to all kinds of solutions and opportunities growing around networking security and managed security services, that’s going to happen more and more.
What really makes a difference for the TD SYNNEX cybersecurity business though is the people and the effort that they make to support partners, says Scott.
‘It’s the relationships and commitment that I see within the team day to day. It just puts a smile on your face. It’s a pleasure to see everyone working to help partners and vendors grow. If you have that passion and a desire to help partners improve, that’s what really makes a difference.’
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