Sergio Farache is the EVP of Strategy and Global Technology Business at TD SYNNEX. In this interview, he talks specifically about StreamOne®. A cloud management platform, it integrates with your MSP systems to assist you in expanding your cloud business.
An Interview With Sergio Farache
Watch the Video Interview With Sergio Farache
How TD SYNNEX Helps MSPs
First of all, Sergio offers caution on assuming that all MSPs are the same, with the same needs: “So, we quickly learned that we need to offer a solution that can adapt to suit the individual partner. Although the size of the company and the goal is different, what we do is make it faster and easier to reach it.
“So our programme is purpose-built for optimised operational efficiencies to accelerate business growth. That includes white-label services to cover the gaps in the MSP’s own solutions.
And we offer training and support to streamline processes to provide cost effective IT support and infrastructure management to to the clients. Our services are an edge-to-edge portfolio. Why? Because you don’t support MSPs only through software.”
What is StreamOne®
StreamOne® is more than just a marketplace; it’s really a platform of engagement. It offers a level of detail to automation for MSPs, partners and then end users. “Our intention was to address a complete digital journey.
“So onboarding, purchase, management, delivery, and, fulfilment. Because traditionally, distribution has been focused on how to bring value to the partner. But we realised that the real value is in how we can enable the MSP to deliver that value to their end user.
“StreamOne® allows the partner to map the whole journey. So every vendor has a different approach, but at the end of the day, your cloud management will be more or less the same. We want you to have a consistent flow that’s easy to understand and deliver, regardless of the tools you use.”
Why Cloud Management Saves the Money You Lose on Manual Processes
While TD SYNNEX don’t have exact numbers, they do know that manual billing and reconciliation is costly. Sergio explains: “With annual billing, you don’t engage with your customers enough. You contact them once a year to renew.
“But with life cycle cloud management, it’s a subscription or consumption based model. So you need an engine that can manage that capability. Because the MSPs who use this type of platform have three times less customer churn.
“That equals a significant advantage from a monetary perspective. And from a cost reduction point of view, how you deliver solutions is a big factor in how viable your business is – or isn’t.”
How Better Cloud Management Offers New Ways to Present Solutions
We can all agree that in the last couple of years, there has been an increased demand for support with digital transformation. And that’s right across all business types now, not just enterprise organisations.
“So MSPs need to be aware of that shift too. End users now prefer to buy digitally. They don’t want to have to ring up to change how many seats they have in their Office subscription. So you have to offer that if you want to retain their custom.
“We built that in at the beginning. It’s why we created the white label platform directly into the platform. So that’s where you can set up your own store. Add your own branding, create products and services and give the end users those capabilities. Or use our API architecture to do it yourself.”
How MSPs can Make Infrastructure as a Service Easier
StreamOne® had two approaches they could take, and they picked the harder but more valuable one. Sergio says: “The majority of marketplaces let MSPs download information from each vendor and present it to the end user as an invoice.
“But while that might be an easy way to do it, it’s not granular enough. So our design gets right down to the level of usage per service. And we are now capable of offering almost real-time data. MSPs can establish budgets and monitor alerts at the same time.
“Plus, StreamOne® has a unique capability of managing and showing usage. We can do things that Google can’t do. We want to give as much data as possible to the MSP, so they can better serve their customers.”
How TD SYNNEX Help MSPs With Security Operations
The key is not about just monitoring but being able to take action. “We have a solution that’s right for SMBs, because we understand their needs. We don’t have something too complex,” says Sergio. He adds:
“And the other thing we have is a significant security portfolio. We have a Channel Academy, which any MSP can join. It offers a complete certification path that demonstrates you competency once you’ve worked through it.
“It includes a security practice builder so you can look at what security is like within your company and spot vulnerabilities. And of course we help you to resolve that. Our cyber range allows us to test things like cyber hacking in real life, not in a simulator. That gives better results.”
How to Connect With Sergio Farache
- TD SYNNEX
- Follow TD SYNNEX on Twitter
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- Follow TD SYNNEX on LinkedIn
- Connect with Sergio Farache on LinkedIn
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Mentioned in This Episode
- StreamOne®
- Design software tool: Datech (from TD SYNNEX)
- MSP technology and IT software: ConnectWise
- PSA tool: Autotask
- Digital software: ServiceNow
- Channel Academy (from TD SYNNEX)
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Richard Tubb is one of the best-known experts within the global IT Managed Service Provider (MSP) community. He launched and sold his own MSP business before creating a leading MSP media and consultancy practice. Richard helps IT business owner’s take back control by freeing up their time and building a business that can run without them. He’s the author of the book “The IT Business Owner’s Survival Guide” and writer of the award-winning blog www.tubblog.co.uk
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