Synnex's Varnex University Gets Good Grades From Graduates


Synnex plans to expand its Varnex University program, a channel-based educational curriculum, after holding its first successful weeklong session in late March.

The second session is scheduled for the first week of June after its first session drew rave reviews from VARs, drawing interest from many more solution providers.

The March session was a "Sales 101" session for novice salespeople. Future sessions will repeat that curriculum but also expand to focus on more advanced sales training, as well as sessions around human resources, cloud sales training and more, said Bob Stegner, senior vice president of North American marketing for Synnex.

 

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"I literally look at it as a college. We've already started to identify different classes that people want. This was the beginner one. One guy [who recently graduated] used to sell cars. He walked away truly understanding the IT channel, how to sell, how to put solutions together," Stegner said. "We're also looking for [classes] for more senior people. Go back to when managed services was just taking off. This would have been the ideal program for people to learn how to sell services [and not products]."

Tuition for the five-day session is $500, plus VARs must pay their own travel and expenses. Synnex pays for hotel rooms and meals.

"It's not really what it costs for us. We made some really good Synnex customers. Their success is contingent on what they learned going forward," Stegner said.

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