A TD SYNNEX Company

Tech Data | February 2023

Accelerating the Route

to Market with Next
Generation Technologies
Why Partnering with a Reliable Solutions
Aggregator and Distributor is Key

TD SYNNEX is branded and trades as Tech Data and Tec D in the Asia Pacific region, with the exception of Japan and business
processing/IT outsourcing services provided in China.
Economic turmoil aside, 2023 can be the
breakout year for technology companies in
the Asia Pacific & Japan (APJ) region, if they
know how to connect the right dots in the
ecosystem. APAC ICT spending is predicted to
touch USD 1.4 Trillion by 20261, with
enterprises in the market expected to fork
out digital technology spending worth 3.5x
the size of the economy in 20232. For
instance, Japan’s newly launched digital
revolution has a record budget of over USD 4
Billion for the current fiscal3. The best growth
strategy to beat the FOMO (fear of missing
out) in these tumultuous times is to find a
trusted solutions aggregator and distributor
to deliver tailor-made, end-to-end solutions
that help fight uncertainty, simplify
complexity and create new business models 1. Digital News Asia (2022, September
13). Asia Pacific ICT spending to grow

to drive revenue and profit at speed. despite headwinds: IDC.

https://www.digitalnewsasia.com/bus
iness/asia-pacific-ict-spending-grow
-despite-headwinds-idc

2. IDC (2022, November 3). Spending on

Digital Technology by Asia/Pacific
Organizations Will Grow 3.5x the
Economy in 2023, IDC Predicts.
https://www.idc.com/getdoc.jsp?cont
ainerId=prAP49824922

3. Taro, Kono; World Economic Forum

(January 12, 2023). A digital
revolution for Japan… and the world.
https://www.weforum.org/agenda/20
23/01/davos23-a-digital-revolution-f
or-japan-and-the-world/
TABLE OF CONTENTS

Abstract 4

Section 1 The IT Landscape Right Now 5

• Tech Talent Shortage and Skills Gap Present Operational Challenges

• An Unfamiliar Environment Presents Execution Challenges
• Market Unpredictability Presents Planning Challenges

Section 2 Exploring IT Ecosystem Challenges 9

• Ecosystem Barriers
• Supply Chain Complexities
• Market Constraints

Section 3 Working With The Right Partner To Unlock Value 16

• Accelerate IT Ecosystem to Drive Agility, Growth and Revenue

• Simplify Complexity of IT Solutions, Systems, Partner Networks
and Purchase Decisions
• Streamline Go-To-Market Strategies for Scale and Reach

Section 4 Navigate The Next Frontier 27

• Tackle New Priorities - Help Customers Beat The Recession Blues

• Seize New Growth Areas - 2023 Trends (Global Shifts, APJ Tailwinds)
• Embrace New Partnerships - Make Collaboration a Growth Driver

Conclusion 32

References 33

3
ABSTRACT
Vendors and Partners in the IT ecosystem
are struggling to balance the competing
demands of managing multiple markets
across geographies in a volatile environment.
They need a reliable IT solutions aggregator
and distribution expert with global scale and
reach, whom they can trust to deliver
localized solutions with globalized
capabilities to accelerate their go-to-market
(GTM) strategies.
This whitepaper will explore in-depth the
four dimensions currently affecting the IT
industry in the Asia Pacific and Japan
(henceforth, referred to as APJ) region - the
present landscape, the IT ecosystem
challenges with a special focus on vendors
and partners, the benefits of working with
the right solutions aggregator and the market
opportunities that are waiting to be tapped.
For the sake of clarity, when we refer to
‘vendors’ in the whitepaper, we mean
producers of technology, both hardware and
software. ‘Partners’ refer to system
integrators, resellers, cloud providers and
Managed Service Providers (MSP). A
‘distributor and solutions aggregator’ refers
to companies like Tech Data and the ‘end-
users’ refer to the actual users of technology,
like banks, supermarkets, etc.
The key theme that connects these
dimensions is the central role that a leading
IT solutions aggregator and IT distributor
plays in unlocking value in the IT ecosystem.
We will analyze how such a collaboration will
enable vendors and partners to consolidate
their ecosystem, simplify complexities,
streamline their distribution channels, guide
them to find the right technology and invest
in next generation technologies that make
sense for their business and end-customers.
4
3
SECTION 1
THE IT LANDSCAPE RIGHT NOW
The global IT industry is caught in a perfect
storm. IT firms are besieged by volatilities in
the environment - the looming threat of
recession, an unprecedented skills gap,
post-pandemic disruptions and market
uncertainties caused by geopolitical instability.
While beset with similar challenges, the APJ
region is showing a robust demand for IT. IDC
estimates that the market for ICT in APAC is
forecast to touch USD 1.4 Trillion by 20261 and
expects that organizations in the APAC region
will increase spending on digital technology
that will grow 3.5x times the economy this
year2. The push is predicted to come from
enterprises’ intent on operating on a thrive,
not just survive principle, by building resilience
through long-term business continuity and
differentiation strategies.
Retaining a competitive edge in a market that
presents both opportunities and challenges
requires prioritizing the adoption of the right
technology as a key differentiator, delivering
execution excellence, and maximizing control
and reach over route to market. Stakeholders
in the IT Ecosystem, from C-suite executives
to vendors and partners, however, have to
grapple with several adverse conditions that
are impacting crucial decision-making
agendas.
Let’s take a closer look at the issues that
affect every stage of IT strategic functioning.
5
3
Tech Talent Shortage and Skills Gap
Present Operational Challenges
In a burgeoning crisis that grabbed global
headlines, the IT industry in 2022 was beset
by a profuse shortage of technology talent in
mission-critical roles such as technical,
presales and services areas, leaving
companies vulnerable to economic
headwinds and unable to tap the market
potential of digital evolution.
A complex and multifaceted issue, the lack
of appropriate labor demand-supply fit is
propelled by the accelerated rise of
advanced technologies at a momentum
workers are unable to match. The skills gap
is a profound crisis, finding its way to the top
of the technology challenges that leaders
and workers alike foresee for the industry.
For instance, PricewaterhouseCoopers’
Global Workforce Hopes and Fears Survey
2022 reports that 29% of respondents feel
their country (Thailand, India and Brazil have
the biggest perceived skill gap) lacks a skilled
workforce, with IT featuring as a top sector
with high scarcity3.
The paucity of skilled labor has deep
repercussions. IDC predicts4 that in the APEJ
(Asia Pacific Excluding Japan) region, through
2024, shortcomings in critical skills creation
and training efforts by IT industry leaders will
prevent 75% of businesses from achieving
the full value from cloud, data, and
automation investments, even as, by 2025,
70% of infrastructure, security, data, and
network offerings will require cloud-based
control platforms that will proliferate
automation and cause significant reductions
in ongoing costs.
6
An Unfamiliar Environment
Presents Execution Challenges
Across industries, there is a global shift in
business priorities, from inorganic growth
strategies through M&As and venture
investments in startups, to organic growth,
fueled by the launch of new products and
services in the market. A McKinsey survey5
points out that by 2026, 55% of business
leaders expect half of their revenues to come
from building new products, services or
businesses that respond to sustainability
goals and technological changes.
The change in business sentiment comes
from recalibration of goals from cost-cutting
to revenue generation, as more than 80% of
the respondents vehemently agree that
investing in creating new products or service
lines can help them tackle disruption, be
agile to demand changes and respond to
technological changes effectively.
Bringing new services to the market,
however, is a highly complex process that
many IT organizations are ill-equipped to
execute with excellence. The tall order for
charting a new market access becomes more
confounding when one considers
accelerating technology sophistication,
changing regulations and the impact of
unforeseen and destabilizing market
scenarios.
7
Market Unpredictability
Presents Planning Challenges

Strategic planning6 is the fulcrum of driving
business growth in an intended direction,
where efforts are prioritized, resources are
allocated and employees and investors are in
sync with the organization’s trajectory to
meet data-driven goals that can be tracked
over time. It is a dynamic, continuous
process that makes an organization proactive
rather than reactive to change. Strategic
planning provides alternate routes of
functioning in the case of unpredictable
events.
Planning in an ever-changing market is,
however, a debilitating challenge. It can be
difficult to move from reactive activity to
thinking about a future strategy for a
business, but it is critical, as a company’s
stability and revenue depend on it.
With global economic fluctuations,
companies have to be strategic in evaluating
their partners, their location and production
metrics7. Leaders must emphasize on
transforming business processes to become
more efficient, implement automation and
best practices to improve service and
productivity, strip legacy IT infrastructure and
migrate to the Cloud and XaaS
(Anything-as-a-Service). On the financial
front, the priority must be to reduce debt,
control costs and expand revenue streams.

8
SECTION 2
EXPLORING IT ECOSYSTEM CHALLENGES
Comprising an intricate web of stakeholders
- technology solution providers, innovators,
OEM manufacturers, vendors, partners,
financiers, distributors and end-customers,
the IT Ecosystem for every organization may
differ based on the nature and scale of
operations. Every participant of the
ecosystem faces a unique set of challenges,
which, if left unaddressed, can have a
rippling effect on the larger industry.
Let us understand these challenges in depth,
focusing on the issues that vendors and
partners face.
9
Ecosystem Barriers

Today’s IT consumption habits are changing. The exponential rate9 at which technology
There is a determined thrust towards cloud such as these are advancing is
technologies and as-a-Service (aaS) models overwhelming, to say the least. While this
that are emerging as indispensabilities rather was prophesied in Moore’s Law (computing
than choices. power will increase every 18-24 months) and
Bell’s Law (every decade, a new class of
For example, Tech Data’s Technology
cheaper, faster, smaller computing emerging,
Ecosystem Benchmark Report8, which
creating new market opportunities and
surveyed 300 mid-sized ecosystem partners
industries), to have it unfold in the real world
globally, revealed that 53% of partners in the
can cause many to suffer from ‘future shock’
APJ region feel that flexible consumption
or the heady disorientation that comes with
models are frequently requested by
experiencing changes that are too rapid to
end-customers, with 47% offering these
keep up with.
services already, and 45% planning to provide
them to their end-customers over the next
24 months.

53% of partners in the APJ region feel that flexible consumption

models are frequently requested by end-customers, with 47%
offering these services already, and 45% planning to provide
them to their end-customers over the next 24 months.
10
Vendor Challenges
Vendors are tasked with having
programmes in place that empower
the larger partner ecosystem, in a
manner that partners can enable
themselves and their
end-customers to grow and evolve
their routes to market. Vendors
Partner Challenges
On the other hand, partners must
possess the skills to speed up and
expand market opportunities for
their end customers. They must
have the foresight to accelerate
digital efforts and increase the
sales funnel into those industries
and verticals that have growth
prospects for the future.
Filling gaps in capabilities and
complementing their existing GTM
strategies with friendly technology
solutions is another key indicator of
a partner’s performance and
reliability. Finally, they also have to
must define and execute marketing
initiatives that drive the uptake of
relevant technologies at pace and
scale across the ecosystem that
captures the market potential in
time.
take on the responsibility of
identifying and sourcing the right
financial solutions that make these
undertakings possible.
Success in overcoming these
ecosystem barriers are defined by
the ability to make the right call -
understanding which of the
emerging technologies will lead to
the highest rewards, and charting
the right approach to leveraging
them. Failure to pivot would mean
missing the bus on landing,
securing and retaining customers
and their loyalty.
11
Supply Chain Complexities
If customer centricity is at the core of an
organization’s value system and growth
strategy, then the supply chain is the
bulwark, as it determines two of the most
important aspects that measure customer
satisfaction - customer retention rate versus
churn rate, and Time To Value (TTV).
Owning and managing multiple aspects of
the supply chain is no small feat. The entire
process, starting from purchase
decision-making, to procurement and
delivery is riddled with 8 types of
complexities - network complexity, process
complexity, range complexity, product
complexity, supplier complexity, customer
complexity, organizational complexity and
information complexity10.
The most arduous challenge is that the
supply chain only adds on further intricacies
as the scale of operations increases, directly
impacting cost, risk, reliability, service level,
customer satisfaction and the capacity to
control and implement change11.
In a B2B buying of technology solutions12, for
example, 6-8 decision-makers, each coming
with their own informed decisions, must
gather and reconcile differences before a
purchase is made. There is also the added
layer of complexity to consider - the
ever-evolving scope of technology, suppliers,
products and services to factor in while
making the right choice, which makes the
process non-linear.
Buyers of project management systems, for
example, have to choose, on an average,
between 300 vendors13. This number goes
higher for other software categories, sending
buyers in a paroxysm of choice paralysis.
American Psychologist Barry Shwatrz called
this phenomenon ‘The Paradox of Choice’ 14,
where having more choices reduces
customer satisfaction, as it requires more
effort on the part of the customer to make a
decision.
The lesson here is that a vendor who
simplifies the complexity of the
decision-making process will drive the most
value for the customer.
Q: Consider the following business challenges, which
are likely to impact you in the next three years?
75%
In 3 years time
50%
25%
0%
Competition and Talent Recruiting Rapid Digital
Margin Pressure and Retention Transformation
Source: Canalys, Candefero TD SYNNEX Technology Ecosystem Index Survey, 74
Asia Pacific respondents, July-September 2022 © 2022 TD SYNNEX Corporation.
12
Vendor Challenges
Vendors at large are themselves
enmeshed in incredibly complex
supply chain conundrums. These
can range from co-ordinating
between multiple players, managing
cross-border logistics and
multi-currency billing across several
markets in different countries, and
Partner Challenges
Partners have their own dilemmas
to confront - they need a fast and
sophisticated approach to
differentiate their offerings while in
tandem, focus on packaging,
integrating, architecting, deploying
and scaling solutions. The unabated
tides of digital transformation have
evolving a growing network of
partners and customers.
Simultaneously, they must make
sense of transaction data, all at a
pace that can keep up with the
speed of technological changes,
which again upturns the market in a
different trajectory.
fueled the growth of e-commerce.
Just like in retail, online
marketplaces have revamped and
streamlined the IT purchasing
channel, making, as we’ve seen
before, choices all the more
prevalent and difficult to make.
13
Market Constraints

The next dimension of challenge that competes products accelerated by seven years. The
for attention is the go-to-market (GTM) disruption and unpredictability of the pandemic
strategy. Building and accelerating the route to drove businesses to seek out
market while mired in a convoluted supply subscription-based, AaS models to better
chain is not an undertaking one can execute in address the variabilities and seasonality of their
silo, for the simple reason that merely reaching business cycle.
the product or solution to the end customer
An average of seven stakeholders are now
does not end the journey; digitalisation has
involved in purchase decisions and in a
drastically changed customer expectations.
fundamentally significant shift, 90% of the
Delivering IT products and services to
value is reported to be derived from business
customers is the starting point for
outcomes rather than IT priorities.
implementing their IT-enabled growth strategy,
which reflects a transformation in focus from Customers, especially B2B customers, are not
cost-cutting to revenue generation as just satisfied with merely purchasing solutions
businesses seek resilience against volatilities. - they want sales teams to prioritise expertise.
They are showing interest in gaining greater
One need not look further than the COVID-19
control of their digital transformation through
pandemic to see the unfolding of this tectonic
simplified, self-serve channels at every step of
shift. According to a McKinsey study15, the
their buying journey - made possible through
pandemic ‘transformed businesses forever’, as
the cloud. This has inevitably disrupted the
the adoption rate of digital or digitally enabled
traditional ‘GTM playbook’.

Q: What percentage of your business is derived from the following today? How will this change in three
years' time as a percentage of your total business?

Resell Hardware Resell Services Resell Software Sell Own IP

TODAY

Increase No Change Decrease

Selliing Own IP

Resell Hardware

Selling Product Lifecycle Services

Resell Packaged Services

IN 3 YEARS
Resell Software

Selling Consumption based XaaS

Selling Managed Services

Selling Professional Services

0 25 50 75 100 125

Source: Canalys, Candefero TD SYNNEX Technology Ecosystem Index Survey, 74 Asia Pacific respondents, July-September 2022 © 2022 TD SYNNEX Corporation.
Vendor Challenges
Vendors now must cater to altered,
more demanding customer
expectations. Ramping up the ability
to reach end-users is not feasible
without support. They need a
cost-effective business model that
allows them to reach the market
without having to drain resources
further by employing a salesforce or
resorting to selling directly to partners.
Partner Challenges
Partners, on the other hand, are
reeling under the crushing blow of the
skills gap that is preventing them from
resolving customer issues and needs
quickly. Continuous upskilling and
mastery are the need of the hour - to
be sure-footed in choosing the right
technology, position its value
propositions and sell the solutions in a
combative market.
With customer experience becoming
central to retention, partners must be
global in outlook and local in reach,
where they have to strike an unerring
balance between the demands of
being nuanced, gaining relevance with
their customers while creating wider
geographical coverage.
Once reach is achieved, the next leg of
the challenge in the case of product
companies is to locate warehousing and
build a supportive network of resellers,
who need help with architecting and
configuring solutions. The all-important
customer satisfaction in both pre and
post-sales stages is necessary to
prevent churn, all of which is occurring
on a global scale.
Partners also need to have a trusted
network of people, technology and tools
that will continually match pace and
respond to changes in customer
demands and expectations. In-house
teams need training in being equipped
with the right skills and expert-driven
support to solutioning and architecting
products.
Beyond this overarching scope, they
must also focus on gaining access to
multiple avenues to financing, and
finding their right place in the rich IT
ecosystem that furthers their growth
potential, so they can do more to offer
more to their end-customers.
15
SECTION 3
WORKING WITH THE RIGHT PARTNER TO UNLOCK VALUE
With increasing digitization, the emergence of
the strategic value of IT as a competitive
differentiator is inevitable. The challenge lies
in orchestrating harmony between complex
end-customer needs and technology
deployment that drives innovation, fuels
agility, controls costs and addresses the
digital skills gap is critical to establish
mastery over GTM pathways.
For IT stakeholders, bringing resolution to
competing ecosystem demands, however, is
challenging to achieve without leaning on a
reliable solutions aggregator and IT
distributor who can connect the right dots,
and unlock the opportunities in the
technology partner ecosystem.
Just like the rest of the ecosystem, the role
of a solutions aggregator has undergone
dramatic changes16 with digital evolution.
While traditionally, they were expected to
support vendors in procurement and
resellers in accessing products through
distribution channels, today, soultion
aggregators are more than just partners with
stellar logistics credentials.
In a dynamic and growing marketplace, they
are the vestige of support vendors and
partners can rely on, with global scale and
expertise in transforming businesses
end-to-end with tailored solutions.
Let’s understand the three pillars of support
a trusted IT solutions aggregator and
distributor provides.
16
Accelerate IT ecosystem to drive
agility, growth and revenue

Any IT ecosystem player would look to vendor-partner relationship dynamic.

maximise investments in technology. A way
Here’s how an invested solutions aggregator
to achieve this is to accelerate technology
and IT distributor benefits vendors and
adoption in the broad market by
partners to accelerate the IT ecosystem to
transforming and strengthening the
drive agility, growth and revenue:

Vendor Benefits

• Facilitates a technology partner ecosystem - • by making vendors nimble and fast-footed

By providing specialized solutions that in responding to changing and deepening
empower vendors to recruit new partners, customer needs, such as the demand for
enable and grow these partners through AaS and subscription models.
marketing campaigns that encourage them
• Aids in demand generation - By providing
to sell more to end-users, an active
services that align with the vendors’
solutions aggregator ensures sustainable
product offerings and enhancing brand
business impact for vendors through greater
awareness of the vendor in the market, a
customer retention.
solutions aggregator streamlines
• Meets evolving customer needs - A solutions marketing efforts, thereby ending vendors
aggregator has the unmatched ability to in lead generation that can in turn expand
ensure vendors can benefit from driving their market share.
stability while operating in a volatile market,

17
Partner Benefits
• Provides insights that drive growth -
Partners need a reliable aggregator and
distributor to understand the true nature of
the IT ecosystem and unravel its
complexities through actionable insights
and transfer of knowledge, so that they can
tap growth opportunities they otherwise
would have missed.
• Unlocks innovation that stimulates positive
sales outcome - A dynamic solutions
aggregator invests in innovation, so they can
help partners address constantly evolving
challenges with cutting-edge technologies.
Additionally, by collaborating with an
aggregator with deep-seated knowledge of
the ecosystem, partners can take advantage
of modern marketing techniques, strategic
marketing plans and solutions that will
drive strong sales outcomes.
• Enhances stakeholder capabilities to drive
cost efficiency and effectiveness - When a
product has a mixed target group, such as
small businesses and large enterprises
across different business verticals, the
most competitive advantage is gained by
using the shortest and cost-effective route
to market. A solutions aggregator not only
helps determine the connections that
would enable cost efficiency and cost
effectiveness, it also continually enhances
the stakeholder’s capabilities to be
market-ready.
• Harnesses next-generation technology
segments - While cloud technology is now
• the foundation for integrating all emerging
digital capabilities, a solutions aggregator
enables partners to make the thrilling
journey from cloud to edge computing and
take advantage of the next-generation
technology segments, such as cybersecurity,
big data, analytics, IoT, mobility and aaS.
Newer capabilities not only create newer
markets, they also provide anchorage during
troubling times.
• Reduces redundancies to accelerate GTM –
The success of a GTM strategy depends on
the marketing efforts that precede it. With
keen foresight on the road ahead, a
solutions aggregator and distributor will
refine a partner’s optimal GTM strategy and
create customized marketing plans through
strategic procurement or enabling strategic
alliances with resellers or other vendors.
With the GTM architecture firmly in place,
the partner can avoid wasteful efforts at
redundant operations and focus on
value-added tasks, such as creating new
services.
• Promote business sustainability through
financing - Deploying technologies often
involves substantial capital expenditures
that may not be accessible to many
stakeholders. A trusted solution aggregator
can guide partners to secure financing by
connecting them to banks and lending
institutions, allowing partners to confidently
expand their end-user base and establish
financially sustainable businesses.
18
TECH SPOTLIGHT :
Tech Data’s Center of Excellence (CoE)
Tech Data’s prime offering is the Center of
Excellence or CoE, a technology focused
initiative across Asia Pacific and Japan. An
adaptive, virtual lab environment built for the
channel ecosystem, the CoE allows vendors
For Vendors
The CoE houses multi-vendor next
generation technologies - Data Center and
Hybrid Cloud, Cloud, Data Analytics, and
Security. These technologies support the
most common and complex IT problems,
offering easy configuration, customization
For Partners
The CoE focuses on a three-step solutions
aggregation approach that simplifies
complexity and streamlines go-to-market for
partners. They are:
Practice Builder, which assesses partners’
readiness and supports them via customized
training to build up a practice.
Solutions Factory, that co-innovates use
cases with vendors and partners, to ensure
customer and end-user relevance to
generate opportunities.
and partners to test the viability of their
business strategies from assessment to
proof of concept, co-innovation and
enablement stages.
and deployment. This suite of readily
available and tested solution offerings
enables customers to innovate, drive agility
and accelerate their success and speed to
market.
Sales Acceleration, which allows partners to
leverage Tech Data’s pool of solutions
architects’ technical expertise to win.
In essence, the CoE makes it possible for TD
SYNNEX, Tech Data, and Tec D to add more
value, help our partners succeed, and grow
the IT ecosystem as a whole, using a more
data-driven approach.
Let’s understand the capabilities of the CoE
with a use case.
19
Analytics : Intelligent data fabric solution for a leading
multinational IT vendor
Customer challenge
• Data silos, hence unable to access data
• Data definition and governance issues
• Multiple tools for data analytics and AI
• Need for data modernization
• Increased data management cost
Key features
• Cloud Pak for Data is certified on Red
Hat OpenShift Platform, can be deployed
on premise or any cloud (Azure, AWS).
• Red Hat OpenShift operator support for
robust DevOps lifecycle management.
• Automation to tackle data complexity
with Auto SQL, Auto Catalog, and Auto AI.
• SPSS Modeler complements in-house
vendor software platform for building AI
solutions.
• Intelligent data integration with unified
data governance.
• Self-service data consumption and
collaboration.
Solution
Cloud Pak for Data is an intelligent
data fabric solution that combines and
automates data and AI lifecycles,
simplifying intelligent data
management to accelerate digital
transformation.
Differentiators
• Single platform that can collect data,
organize, analyze, and infuse AI.
• Hybrid and multi-cloud enabled.
• Best-in-class governance.
• Support a large set of data sources
with data virtualization.
• Run analytics 8x faster and at half
the cost in a secure environment
without copying or moving data.
• 53% faster data access with AutoSQL
compared to the industry
benchmark.
• Ability to add cartridges to expand
capabilities.
20
Simplify complexity of IT solutions, systems,
partner networks and purchase decisions
A leading solution aggregator and distributor
plays a vital role in the technology ecosystem
with connections that extend across the
depth and breadth of software and hardware
services. With its wide range of experience,
expertise, and global reach, it has the unique
ability to assimilate the best way to package
Vendor Benefits
• Drives collaboration - A capable
solutions aggregator prioritizes
promoting peer-to-peer
connections among vendors to
facilitate collaboration and
co-creation of products and
solutions that will improve their
prospects in the long-term.
• Manages product life cycle
globally - Vendors are besieged
by the sheer volume of
customer data that they must
confront to perform operations
multiple and varied solutions that address
specific requirements - thereby enabling it to
remove complexity and simplify the route to
market.
Let us understand how this unfolds for the IT
ecosystem, where the solutions aggregator
renders advantages.
• through the customer life cycle. A
solutions aggregator not only
helps keep track of contract from
the project initiation stage, but
also ensures re-engagement
through proactive value-added
services to partners and
customers, allowing stakeholders
to capture additional revenue
from a variety of account
management functions, upselling,
cross-selling and contract
renewals.
21
Vendor and Partner Benefits
• Breaks Down complexity -
Paving a frictionless way forward
through the supply chain is one
of the most strenuous aspects
of an IT stakeholder’s
functioning, especially when
vendors and partners are
meeting higher order
expectations, like delivering aaS
models. This is where a solution
aggregator steps in, breaking
down supply chain barriers and
automating how solutions are
aggregated, i.e., how solutions
are pre-assembled to allow
resellers and service providers
to deliver them to
end-customers.
• Automation solutions from their
solution aggregator and
distributor allows vendors and
partners to eliminate
redundancies, errors and most
importantly, simplify purchase
decisions across a host of
intricate factors, such as
packaging products from diverse
product stacks, establishing a
billing desk, enabling currency
conversions with cross-border
market proliferation and track
the movement of prices on a
monthly basis.
• Functions as single source center –
Solution aggregators aim to add
more value to the channel partners
by providing enablement, technical
know-how, training and a high
technology service line that
addresses complex reseller
problems. As a result, they have
emerged as one-stop-shops,
functioning as a single source
center for access to hundreds of
thousands of advanced products,
experts services and solutions with
just a click.
• Future-proofs capabilities - IT
stakeholders understand that
having the latest technology at
hand is not enough to realize its
full potential. In order to extract
maximum capabilities of a
technology, it’s important to
support deployment with the right
skills, strategy and architecture to
future-proof both the solutions
and the larger business. Solution
aggregators are stepping up the
game with multi-vendor hybrid
solutions that give vendors and
partners visibility and control of the
services supply chain, enabling
them to monetize every part of the
digital services life cycle.
22
TECH SPOTLIGHT :
Tech Data’s StreamOne® Ion
Tech Data’s StreamOne® Ion evolved as a
response to the need for an IT ecosystem
orchestration platform to meet not just
today’s IT demands, but accommodate future
trends comfortably, irrespective of where an
ecosystem stakeholder is placed in their
digital journey.
Ecosystem orchestration is required to
navigate expanding customer choices and
reduce complexities that have come with
increased adoption of cloud, so that partners
and vendors can help customers take greater
control of their digital transformation.
SIE, with its API-driven, multitier configurable
architecture is a single source, multi-cloud
management platform, equipped with:
Solutions marketplace with over 50
click-to-run solutions,
TECH SPOTLIGHT : StreamOne® Stellr
The Stellr Marketplace is a cloud platform to
provide resellers and vendors with the
management and purchasing capabilities
Customizable reseller white label storefront -
Customer self-service lifecycle management,
automated billing and multi-currency set
pricebooks
Customer management tools - Dashboards,
reports, customer support and billing
management, storefront configuration.
SIE can support multi-vendor and
multi-partner engagements while proliferating
a digital-first mindset.
Designed to handle growing sophistications
that come with expanding solution aggregation
(self serve provider onboarding, security and
financial operations, advanced analytics and
alerts) and ecosystem orchestration (GTM
enablement, predictive analytics,
recommendation engine), SIE is the ideal
bridge between legacy systems of the past
and today’s ‘born-in-the-cloud’ enterprises.
they need. It provides free integration, setup
and use, along with constant improvements
and additions to its feature set.
23
Streamline Go-to-Market
Strategies for scale and reach
Solution aggregators have enhanced their
distributive acumen with cross-functional
capabilities to meet emerging technology
needs, to ensure that they are in a position
Vendor Benefits
• Enables implementation of the ‘Glocal’
approach – Solution aggregators can
provide IT stakeholders with a significant
advantage by leveraging their massive
ecosystems, global footprint and scalable
models to expand customer reach.
Operating on a ‘build once, execute
anywhere’ model, tech tools and
programs offered by solution aggregators
to support vendors and customer scale and
streamline their GTM strategy. Let’s explore
how.
• are location-agnostic, allowing vendors to
implement the ‘glocal’ approach of
addressing local needs with
customizations, while retaining the global
outlook. With this adaptability, it
becomes easier to package, integrate,
architect, deploy and scale solutions at a
pace in sync with technology changes.
24
Vendor and Partner Benefits

• Address skills gap - To minimize the brutal
impact of the skills gap in the IT
ecosystem, solution aggregators offer
pre-packaged, ready-to deploy solutions
that ease the pressure of hiring for roles
with in-demand skills like cloud architects.
With the added layer of technical expertise
and market knowledge that distributors
possess, vendors and partners can ensure
they meet their promises to
end-customers.
• Mobilizes marketplace benefits - The B2B
IT services landscape has metamorphosed
with the advent of the marketplace as a
distribution channel. With cloud-enabled
online marketplace solutions, vendors and
resellers can aggregate solutions at speed,
while expediting the process of marketing,
branding, ordering and delivering services.
The turnaround time has reduced from
weeks to hours, thanks to the enormous
capabilities of the cloud. Designed on an
easy to scale axis, vendors and partners
can further chase and secure more cloud
• have the liberty to rely on those services to
chart their own path to market.
• Handling the speed and complexity of
building market access requires an agile
mindset, which a solution aggregator brings
by working in sprint cycles to integrate the
necessary elements of the GTM strategy
quickly. Once the plan is in place, the
aggregator will gear the entire arc of GTM
toward success - from building sales
content, running analytics, developing the
marketing campaign, positioning and
architecting the product or service,
reducing friction with the purchase cycle
through centralized pricing and invoicing
and enabling the launch across multiple
countries in the most impactful manner.
• To further these marketing initiatives,
solution aggregators also have experts on
board to provide strategic and practical
support, such as in imparting training and
developing marketing assets.
• Gives control over supply chain - The true

opportunities. satisfaction in enabling the route to market

is seeing the fruition of all the stages of the
• Accelerates GTM - GTM acceleration
life cycle until it reaches the end-customer.
depends on several factors - how quickly a
When the steady guidance of a solutions
stakeholder can deploy a solution and how
aggregator, stakeholders can reap the
much value a customer will receive upon
benefits of end-to-end supply chain
delivery. A reliable solutions aggregator will
management, including garnering the right
offer white-labeled services that can be
technology and meeting compliance,
implemented instantly, and customers
regulatory and security requirements.

25
TECH SPOTLIGHT:
Tech Data’s Sales
Play-as-a-Service For
Enhanced Vendor Success

Tech Data’s Sales Play-as-a-Service

(SPaaS) is a new solution that acts as a
global engine and employs a strategic,
closed loop approach to simplify the
sales process, so that vendors and
partners can derive incremental value
in their sales journey. Whether it is by
growing market share in key segments
across Asia Pacific and Japan,
expanding the base of active partners,
accelerating new product launches or
aggregating solutions for
complementary brands, SPaaS charts a
clear roadmap to success, making it
possible to boost sales, elevate brand
awareness, increase return on
investment, achieve greater scale of
operations and improve profitability.

26
SECTION 4
NAVIGATE THE NEXT FRONTIER
FOMO, or the Fear of Missing Out17, is a pop
culture moniker for the psychological
phenomenon of experiencing anxiety and
compulsive behaviors, triggered by the fear of
exclusion or ostracism.
Initially used in the 2000’s to describe the
reaction to social media, the term FOMO,
coined by venture capitalist and
entrepreneur Patrick J. McGinnis while he
18
was at college in Harvard, FOMO is now
broadly used in the current cultural context
to refer to virtually any missed opportunity in
the technology business, it perfectly
captures the unpleasant reality of losing a
competitive advantage because you either
couldn’t keep up with change, or didn't
notice it pass you by.
In the previous section, we took a deep dive
into the benefits of partnering with a trusted
solutions aggregator and IT distributor to
achieve great outcomes with technology. In
this concluding section, we will take a look at
what lies ahead for the IT ecosystem and
how you can beat the FOMO by collaborating
with a reliable IT distributor as your
competitive differentiator.
27
Tackle new priorities - help customers beat the
recession blues with digital strategies

In January 2023, just days into the New Year, the
World Bank made an ominous prediction that
global growth had slowed and that the world was
‘perilously close’ to a recession, with a forecast
growth rate at a weak 1.7%19. The APAC region,
however, is expected to buck the global trend
and lead with a growth rate of 3.5%20.
Despite the fallout from the U.S. and European
markets, there is good news for IT companies in
the region, as digitization remains a ‘recession
proof’ business priority for B2B enterprises. In
India for example, Gartner says that IT spending
is expected to grow by 2.6% in 2023, with
end-user spending on public cloud predicted to
grow by 27% in the same year21.
Japan, which embarked on a paradigm-altering
digital revolution amid the COVID-19 pandemic, is
aggressively pursuing its goal of consolidating its
digital infrastructure through large-scale legacy
overhaul in both the public and private spheres.
capex on IT, cull contract staffers and delay digital
technology implementation, in 2023, companies
will focus on adoption of as-a-service delivery and
operating models, leverage contract staff to
address labor shortages, and prioritize
high-impact digital business projects.
By 2024, the ecosystem in the region will advance
to the extent that 30% of organizations will have a
business continuity crisis management strategy
that promotes continuous intelligence and enables
an agile reaction to future economic shocks and
disruptions.
IT ecosystem stakeholders must therefore rely on
a robust distribution partner to take advantage of
the opportunities presented by the recession.
Q: What percentage of your business is derived from the
following today? How will this change in three years' time
as a percentage of your total business?
Resell Hardware Resell Services Resell Software Sell Own IP
TODAY

The cabinet-level Digital Agency, appointed in

2021 to oversee the country’s digital
Increase No Change Decrease
transformation initiatives, has earmarked a
Selliing Own IP
massive budget of over USD 4 Billion for various
Resell Hardware
projects22. In a Reuters poll of 400 Japanese
IN 3 YEARS

Selling Product Lifecycle Services

companies, 90% reported that their capex on Resell Packaged Services

Resell Software
technology would either stay the same or
Selling Consumption based XaaS
increase in 202323. Selling Managed Services

Selling Professional Services

IDC2 states that the ‘recession playbook’ in the
0 25 50 75 100 125
APAC region is also rapidly undergoing
transformation. Unlike the traditional response to Source: Canalys, Candefero TD SYNNEX Technology Ecosystem Index Survey, 74 Asia

Pacific respondents, July-September 2022 © 2022 TD SYNNEX Corporation.

recessionary pressures, where enterprises cut
28
3
Seize new growth areas - 2023 Trends
(Global shifts, APJ tailwinds)
A surefire way to avoid FOMO is to capitalize on contemporary digital technology trends that
are shaping the IT ecosystem. Here are the digital imperatives that stakeholders must navigate
in the near future:
• Cloud is here to stay, grow and take charge -
Cloud is a global business priority, not just a
technology one alone. The digital thrust forced
upon by the COVID-19 pandemic set off a wave
of positive digital transformation strategies,
making cloud computing the largest share of IT
spending globally.
• Consider these impressive numbers that speak
of the centrality of technology in the IT
ecosystem - the cloud computing market in
APAC is expected to reach USD 200 billion by
202424. The APAC region is also emerging as the
new epicenter for cloud adoption, hosting 37% of
cloud data centers - the largest in the world .
Aggressive investments are underway to expand
onshore capacity in emerging markets like
Malaysia, Thailand, and Vietnam. Japan is also
one of the largest public cloud markets in APAC,
expected to grow to USD 18 billion in 202326.
• In 2025, Forrester27 says that 60% of
infrastructure, security, data, and network
offerings in APAC will require cloud-based
control platforms that enable extensive
automation and promise major reductions in
ongoing operational costs.
• Manufacturing, construction, utilities and other
industrial enterprises in APAC will lead the way
in adopting cloud based Digital Industrial
Platforms (DIPs) to drive cohesiveness
between Information Technology (IT) and
Operational Technology (OT).
• The demand for AaS models is propelling the
expansion of the cloud portfolios offered by
APJ partner companies, as cloud is considered
as the foundational technology on which other
next-generation technologies, such as Artificial
Intelligence, Machine Learning, Mobility and
Edge, Device as a Service and Digital
25
Transformation can be implemented10.
Q: Which technology solutions do you plan to offer
in the next 24 months?
30%
20%
10%
0%
Multi-Cloud Cloud Cloud Cloud
Integration Deployment
Management Migration
Source: Canalys, Candefero TD SYNNEX Technology Ecosystem Index Survey, 74 Asia
Pacific respondents, July-September 2022
© 2022 TD SYNNEX Corporation.
29
3
• Cybersecurity is a major threat, and
opportunity - Spurred by multi-access edge
computing, revenue from the 5G rollout across
APAC will touch USD 23.89 Billion in 2023, at an
astounding CAGR of 62.2% . With significantly28
improved performance, 5G will act as an
enabler for the integration of new technologies
such as AI, cloud computing, and robotics,
which increases real-time automation and
fosters greater connectivity in workspaces,
while significantly expanding the monetization
potential for mobile operators.
• The increasing proliferation of 5G also brings
with it enormous security risks. IBM's annual
X-Force Threat Intelligence Index reports that
Asia was the most targeted region for
cyber-attacks in 2021, with financial and
manufacturing companies taking 60% of the
hits particularly in India, Japan and Australia .
The APJ region therefore, has an expanding
market potential for cybersecurity products and
solutions. As such, it was no surprise that
security technology solutions emerged as the
top revenue and profit drivers for IT partners
who participated in the survey for Tech Data’s IT
Ecosystem Benchmark Report10.
• The age of collaborative robots has arrived -
The relevance of a technology is shaped by
emerging socio-cultural and economic needs.
For example, the rise in the aging population in
countries like Japan, Singapore, and South
Korea will prompt 35% of enterprises to adopt
robotics to remain resilient in the face of
crippling labor shortages27.
• AI is becoming mainstream - IDC estimates
that spending on AI systems in APAC will rise
from USD 17.6 billion in 2022 to approximately
USD 32 Billion in 202530. Organizations in the
region are expected to invest more on AI
systems over the next three years to improve
employee efficiency and speed up
decision-making, among other goals.
• Additionally, Forrester reports that 80% of APAC
data and analytics decision-makers are building
29
AI technologies, ahead of their global
counterparts (73%)27. This trend will prompt
one in four CIOs and CTOs to lead AI
governance to increase trust in the technology,
as a broad-level interest along with
cybersecurity and compliance.

Q: Considering your business during the last 12

months, from the list of technologies below,
choose the top three revenue drivers, then select
the technology that provided the most profit.

Most Profitable Top Revenue

Security

Servers and Storage

Networking

Hybrid Cloud
Aggregate % of
Applications Top 3 selected

Endpoint Devices

0% 10% 20% 30% 40% 50%

Source: Canalys, Candefero TD SYNNEX Technology Ecosystem Index Survey, 74

Asia Pacific respondents, July-September 2022 © 2022 TD SYNNEX Corporation.
• Metaverse shows promise – The Metaverse, an
immersive virtual world, where human beings
can experience life in 3D, is seeing billions of
dollars of investment by Big Tech companies.
Forrester predicts that industrial metaverse
investments will double in the APAC region in
2023, with manufacturing establishing the first
mover advantage in implementation27.
How will the technology ecosystem capture the metaverse market opportunity?
12% Of APJ partners plan to offer
12% AR/VR/metaverse solutions within
the next 24 months.
Source: Canalys, Candefero TD SYNNEX Technology Ecosystem Index Survey, 74 Asia Pacific respondents, July-September 2022 © 2022 TD SYNNEX Corporation.
Embrace new partnerships - making
collaboration a growth driver
Like this white paper has emphasized repeatedly, it is
unwise to operate in isolation in today’s complex IT
ecosystem. Collaboration, not competition, has emerged
as a critical growth driver.
In fact, an overwhelming 94% of respondents in the
Benchmark Report agree that they view increased
ecosystem collaboration as a critical growth strategy .
This welcome increase in appetite for ecosystem
partnership is not an unusual trend, as stakeholders
across the board realize that delivering specialized
solutions to end-consumers means leaning on experts
across a wide range of disciplines.
The barriers to scale quickly come crumbling down when
partners actively look for, identify and collaborate rather
than compete with peers who complement their
offerings, so that they can meet and deliver advanced
technology needs such as digital transformation, cloud
migration, data center modernization to drive larger
business outcomes for their customers.
This forecast is corroborated by Tech Data’s IT
Ecosystem Benchmark Report, as 12% of
surveyed partners in APJ revealed that they
would be offering Metaverse solutions over
the next 24 months, as compared to 3% who
currently offer AR/VR/metaverse solutions10.
3% Of APJ partners currently
3% offer AR/VR/metaverse solutions.
Much like in a biological ecosystem, the goal is to
establish principles of symbiotic collaboration that
create a positive feedback loop, providing benefits for
both individual partners and the ecosystem as a whole.
Solution aggregators achieve this harmonization by
providing a global platform, addressing ecosystem
10
challenges, simplifying complexities and developing
effective routes to market strategies quickly. By
fostering collaborations, solution aggregators enable
vendors, partners and their end customers to grow and
maintain with stability, allowing them to retain a
positive outlook in an uncertain market and achieve
great outcomes with technology.
Q: Which business skillsets are you hiring for? Rank
the top three in order of hiring priority.
Business Planning Demand Generation
34% 45%
Managed Services Professional Services
74% 55%
Source: Canalys, Candefero TD SYNNEX Technology Ecosystem Index Survey, 74 Asia Pacific
respondents, July-September 2022
© 2022 TD SYNNEX Corporation.
CONCLUSION

A world-leading solutions aggregator, Tech

Data brings solutions clarity from its rich
ecosystem. We make selling, consuming, and
servicing technology frictionless, and simplify
complex purchase decisions.

As the world’s largest IT distributor, we have

the reach, stability, and financial backing to
realize rapid outcomes at scale while
providing local assurance to teams on the
ground. We are the trusted GTM advisor with
a strong presence in Asia pacific and Japan.
We help more than 150,000 customers in
100+ countries maximize the value of
technology investments.

Connect with us to know more about how to

collaborate to unlock the true value of your
IT ecosystem.

32
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