AI • IOT • NETWORK EDGE

When it comes to business transformation these days, artificial intelligence is always at the center of the conversation. Organizational leaders want to use AI to move faster, lower costs, and stay ahead of the competition. But it’s not clear where and how to start, go beyond proofs of concept, and generate tangible value.

Systems Integrators (SIs) and Value-Added Resellers (VARs) can play a pivotal role in helping their customers deploy AI-enabled solutions that scale. But few have the set of skills across the organization to do it on their own.

That’s why TD SYNNEX, a leading distributor and solutions aggregator, launched its Destination AI Accelerator Program. This program is designed to help VARs and SIs leverage technology partners to develop an AI practice that solves customers’ specific business problems in a repeatable, scalable, and profitable way.

“There’s a lot of noise around AI, and our partners need help in recognizing its value and building something that allows them to leverage its benefits,” says Jessica Yeck, VP of the TD SYNNEX AI Data and Business Applications organization. “And that’s what this AI practice accelerator does.”

Systems Integrators (SIs) and Value-Added Resellers (VARs) can play a pivotal role in helping their customers deploy #AI-enabled solutions that scale. @TDSYNNEX via @insightdottech

Community of Partners Profit from AI Collaboration

VARs and SIs turn to TD SYNNEX to help cut through the noise, identify the real business problems their customers face, and deploy the technologies, solutions, and services needed to solve them.

TD SYNNEX recently partnered with Intel to co-sponsor the first Destination AI Accelerator, which brought together 20 carefully selected partners and solutions providers—known as a cohort—for a three-month curriculum. TD SYNNEX and Intel led a cross-functional group of participants—practice leaders, sales and marketing executives, and solution architects—through a step-by-step training that guided them from conception to revenue creation.

From the June 2024 kickoff to the October 2024 graduation, the cohort participated in video-meetings and webinars, culminating in a two-day workshop and graduation. Participants essentially become part of a community where they also learn from one another by sharing business challenges, strategies, and opportunities.

Technology Partners Deliver Market-Ready Solutions

Each accelerator is built around a specific vertical use case or cross-segment business opportunity. The first one led the cohort through the business value and opportunities when retail customers have a more personalized shopping experience. TD SYNNEX collaborated with AI ISV meldCX, data analytics leader SAS, and Intel to build an AI computer vision solution that can be deployed in a repeatable way.

“We put together what is essentially a market-ready solution with the various elements that each of us brought to the table,” says Yeck. “So you look at the SAS analytics piece, edge device cameras, and meldCX integrated to deliver a hyper-personalized shopping experience at scale.”

There’s a clear value proposition for retailers when they can augment traditional analytics with real-time data and insights into consumer behavior. Retailers can gain tangible benefits with information that wasn’t available before. And highly targeted customer interactions drive more sales and promote return business.

In providing a value-add solution like this, partners are positioned to increase their own profitability. They’re bringing together a complex solution that offers differentiation and a higher-margin engagement. The program opens new revenue streams for partners as discussions with customers move away from low-margin hardware refreshes to business outcomes.

“The idea is that we’re helping our partners come up with a methodology within their own practice and quickly be able to put together these solutions by leveraging TD SYNNEX and Intel,” says Yeck.

AI Collaboration with Lighthouse Customers

The Destination AI Accelerator includes a novel approach to foster success—both for TD SYNNEX and participants. Throughout the program each partner engages a lighthouse customer with whom there is mutual respect and understanding. In this way, each partner has a customer that’s with them from day one and throughout the process.

It’s a safe place for participants to practice what was learned and receive feedback to determine what adjustments are needed in their approach and engagement, Yeck explains. Partners build a practice with real customer feedback that naturally leads to taking a more consultative approach and create more stickiness as the conversation is more about solutions versus endpoint products.

New Skills Lead to New Revenue Opportunities

The AI accelerator proves its success as participants in this first cohort share their results.

Three partners indicated they had customers in the pipeline even before the three-month program ended. It’s a noteworthy outcome given that the combined solution isn’t something the average individual partner could not easily do on their own. Leveraging the power of the ecosystem and everything that TD SYNNEX has to offer makes it possible.

Yeck reports that one partner reworks its organization around AI to ensure that it has a structure that supports success. Another essentially merges its IT and MSP (Managed Service Provider) business to create better alignment and efficiencies.

Participants come away from this program with a clear path to predictable, repeatable, and scalable revenue. They also have proven credentials with Certificates of Achievement such as Artificial Intelligence Business Professional and Certified Computer Vision Partner.

“It’s really been through our partnership with Intel that we’ve been able to bring this program to market,” says Yeck. “Their collaboration, funding, and support has been absolutely instrumental to its success.”

TD SYNNEX is launching new accelerators throughout 2025, with the next focusing on generative AI for workplace productivity, covering all verticals. Find out how you can participate in an upcoming Destination AI Accelerator and register for the next Cohort. And for even more, listen to the insight.tech Talk podcast: AI for All: The Power of Democratization and Collaboration.

This article was edited by Christina Cardoza, Editorial Director for insight.tech.