Findings of TD SYNNEX's second-annual Direction of Technology Report capture the explosion of interest in artificial intelligence (AI) across the technology business partner ecosystem and show how many technology resellers are growing despite rapidly changing demands and market uncertainty. The global survey of more than 550 technology resellers finds that despite the many headwinds across the industry, technology partners are meaningfully preparing for a shifting reality by rebalancing priorities and business offerings.

"The business partner ecosystem is a bellwether for the global technology landscape, and this study provides actionable insights for any business navigating a myriad of macro changes like disruptive new technologies and market challenges around the globe," said Rich Hume, CEO, TD SYNNEX. "Through this year's report, it's encouraging to see that our channel partners are confident and hopeful about the future and are demonstrating flexibility in their business models by focusing on emerging technologies and responding to changing customer demands."

The report — which is based on findings from a survey conducted in partnership with Canalys — can be summarized into five key findings, summarized below with some of the most compelling data points:

• In just one year, the number of partners offering AI/ML solutions increased 625%. In fact, several high-growth technologies like cloud, AI and IoT, cybersecurity, and hyperscale infrastructure are dominating partner offerings.
  • Security was the top technology sold, followed closely by networking, servers and storage, and hybrid cloud.
• Shifting skills needs reveal gaps in the talent pipeline. More than a third of respondents (38%) said managed services were their top business skill needed, while the same percentage said security was their top technology skill need.
  • Following security, networking and data analytics were the most in-demand technology skills among partners globally, and after managed services, professional services and business planning were the most sought-after business skills.
  • Skills needs vary by region — illustrating how each region is evolving to meet the needs of their markets. However, a common thread was high demand for managed services across all four regions.
• Seventy-three percent of IT spending will be partner delivered in 2023, according to a Canalys estimate, underscoring the technology channel as an essential go-to-market strategy for capturing value.
  • Cybersecurity leads the way as the technology that is most often partner-delivered (91.5%).
• Seventy-seven percent of channel partners report seeing revenue growth this year, and partners are achieving this by shifting their business models and offerings in real time to meet changing market demands.
  • Portfolio mix is changing: Sales of product life cycle services, owned IP and resale of packaged services rose 150% to 200%.
  • Around 50% more survey respondents identified as managed service providers (MSPs) than the year prior, illustrating the explosive growth of this market.
• The number of partners that reported environmental, social and governance (ESG) management as important to their businesses jumped 125%.
  • Thirty-seven percent of partners report additional ESG investment and 38% perform ESG through hybrid or outsourced partnerships.

"The Direction of Technology Report is purpose built to help any business better understand and best capitalize on the latest trends and demands of the technology ecosystem," said Jill Kermes, corporate vice presiden of global corporate communications and citizenship, TD SYNNEX. "This is directly aligned with our purpose of empowering our global partners to achieve great outcomes with technology. We look forward to bringing forward the insights of this year's global report in addition to unveiling supplements with data specific to each global region as well as content specifically focused on MSPs."

In the second year for the survey and the report, the response rate of channel partners doubled. The survey was conducted from May to July 2023 and captured feedback from more than 550 B2B channel partners from more than 60 countries in global regions of North America, Europe, Latin America and the Caribbean (LAC), and Asia Pacific and Japan (APJ) — spanning resellers, systems integrators, service providers, MSPs and more.

The European supplement is now available, and regional reports for North America, LAC and APJ will be published later this year.

To download the full 2023 Direction of Technology report, visit https://www.tdsynnex.com/dot.

In other news, TD SYNNEX has announced the appointments of Kathy Crusco and Claude Pumilia to its board of directors effective Sept. 28, 2023. The two appointments expand the board from 11 to 13 members.

"We welcome Kathy and Claude to our board of directors," said Ann Vezina, chair, TD SYNNEX's Board of Directors. "Their deep industry expertise, business acumen and proven track records of execution will augment our existing board and help drive innovation, deliver value, and contribute to TD SYNNEX's ongoing success. We look forward to their insights and guidance as we continue to pursue our mission of connecting the global IT ecosystem and unlocking its potential for all."

Crusco is an experienced Chief Financial Officer and board member with a demonstrated history of working in the software and unified communications industries, including cloud-based enterprise software solutions, SaaS based ERP software and cybersecurity software. She was named by Women Inc. as one of 2019 Most Influential Corporate Board Directors, and currently serves on the board of platform (cloud, software and systems) and managed services company, Calix, and several privately held software companies. She previously was executive vice president, chief financial officer for Kony Inc. and prior to that was executive vice president, COO and CFO at Epicor Software Corp.

"I look forward to working with the experienced board of directors for TD SYNNEX and helping the company continue to drive transformation and accelerate the adoption of new high growth technologies around the globe," Crusco said.

Pumilia brings extensive experience leading software and data services companies. He is currently CEO of Accuris, an engineering-focused technology company that delivers AI-powered data and workflow solutions to end users at engineering intensive companies. Previously, Pumilia served as CEO of DAT Freight and Analytics. He has held executive roles across the technology industry, including leadership positions at Roper Technologies, CA Technologies, Hewlett Packard and Compaq. He also serves on the board for Allium Holdco LLC, which is the holding company for Accuris.

"TD SYNNEX plays a critical role in the technology ecosystem, especially at this time of rapid transformation, and I welcome the opportunity to work with its talented leadership team as it continues to drive value for its partners around the world," Pumilia said.

In other news,  TD SYNNEX Capital, a financing division of TD SYNNEX, is adding a new short-term credit program for U.S. customers with extended payment terms that is intended to provide more credit capacity to partners, giving them more flexible options and ultimately, the ability to grow their businesses.

The new credit program, known as Amplify, allows partners to dynamically choose their own net terms on eligible orders, significantly reducing order complexity as well as the need for outside finance companies. Amplify includes extended payment terms of 45, 60, 75 or 90 days, common due dates and a self-service portal to help partners manage their payables.

"Through TD SYNNEX Capital, we aim to provide our partners with improved financing flexibility and better customer experiences," said Jay Snyder, senior vice president of credit, TD SYNNEX. "We believe this unique new service will streamline the buying experience and extend the overall purchasing power of our partners and their clients."

The Amplify program will be led by Michael Hennig, who recently joined TD SYNNEX as vice president of financial solutions. Hennig has more than 20 years of experience in corporate banking and structured finance and is known for driving growth and innovation across the supply chain financing landscape.

"We created this program as a result of our strong understanding of how our customers' businesses work and the evolution of the financial environment," Hennig said. "Our goal is to provide a customized financing program that offers flexibility, simplification and speed to let customers focus on growing their business. This program allows us to lean into our customer relationships and keeps our customers in control of their individual go-to-market strategies."

"Having consistent access to the extended payment terms and simplified purchasing experience offered by this program will help to strengthen our customer offering, and ultimately support our business goals," said Bob Tadevich, president, NetworkSolutions, a TD SYNNEX partner. "I know this program will be a gamechanger for us and our customers."

Any U.S.-based TD SYNNEX partner with an active net terms line that is in good standing with the company, or with an existing floor plan relationship, is eligible for Amplify. TD SYNNEX Capital's other offerings include long-term payment solutions ranging from 12 to 60 months with monthly, quarterly or annual payments — for any IT product or service. Solutions ranging from installment payment plans to as-a-service models can be integrated effortlessly into a sale with the assistance of TD SYNNEX Capital's financing experts. Vendors and channel partners can engage TD SYNNEX Capital on a transactional or programmatic level to drive to their desired results.