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Transform your business with TD SYNNEX Practice Builder
Readiness Assessment
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Organisational & Financial
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Strategy
4
Services & Technology
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Sales & Marketing
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AI
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Cloud
8
Analytics & IoT
9
Security
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Austria
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Slovenia
Spain
Sweden
Switzerland
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United Kingdom
Other
Are you an existing TD SYNNEX partner?
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What is the name of your key point of contact within TD SYNNEX?
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What type of practice building support are you looking for?
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Self-Paced Digital Step-by-Step Guide to Onboard a New Solution Practice.
Quick Start - Accelerate a Vendor-Specific Strategy within 4 weeks.
Consultative-Led - Accelerate a Solution-Specific Strategy within 12 weeks.
Please select the type of solution/service practice you are most interested in developing
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AI
Cloud
Security
Data Solutions & IoT
Public Sector
I want to align my AI strategy to
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AI Automation
AI Infrastructure
AI Insight Delivery
AI Modern Workplace (Edge)
AI Security
Generative AI
Other/Not Sure
I want to explore my AI strategy aligned to these vendors*
Dell Technologies
HPE
Cisco
IBM
NetApp
Microsoft
AWS
Google
HP
Lenovo
Nvidia
Nutanix
Other
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FA - Organisational and Financial
How would your customers describe your business?
Solution Provider
Managed Service Provider
Independent Software Vendor
Systems Integrator
Hybrid Cloud Enabler/Provider
Reseller/VAR
IT Supplier
Direct Market Reseller
What are the key areas that make up your solution offerings?
(select all that apply)
Cloud/Hybrid Cloud
Data Analytics
IoT
Security
Hardware / Infrastructure
Back up & Data Recovery
Managed Services
Professional Services
Does your organisation have a 3 year strategy and defined goals?
Yes
Being Developed
No
How long have you been in business?
Less than 1 year
1 - 2 years
3 - 5 years
6 - 10 years
Over 10 years
How many employees do you have?
Less than 5 employees
5 - 9 employees
10 - 49 employees
50+ employees
To what extent do you agree with the following statement: "All senior leaders and executives are aligned with a 3 year strategy and goals."
Strongly Agree
Agree
Undecided
Disagree
Strongly Disagree
To what extent do you agree with the following statement: "We have already presented our vision to our employees and have their buy-in."
Strongly Agree
Agree
Undecided
Disagree
Strongly Disagree
How would you rate your organisation's ability to execute on a business plan or transition plan?
Excellent
Good
Acceptable
Poor
Very Poor
How would you rate your organisation's pre-sales function and relevant technical expertise to support your transition?
Excellent
Good
Acceptable
Poor
Very Poor
What are your organisation's biggest gaps/challenges to building the solutions practice you would like to build?
(select all that apply)
Capabilities
Skills
Training
Domain expertise
Lead Generation
Sales
Other
What was your organisation's total revenue for your last Fiscal Year?
$10 million +
$5 million +
$1 million +
< $1 million
What was your organisation's Year Over Year revenue growth for your last Fiscal year?
More than 10%
5% to 10%
0% to 5%
Flat
Decreasing
How does your current gross profit figure compare to the past 3 years?
Increasing
Flat
Decreasing
Considering the last 3 Fiscal Years, which areas have contributed most to your organisation's financial performance?
(select all that apply)
Cloud/Hybrid
Services
IoT, Big Data, Mobility, Social Business
Company Acquisition/Merger
Software
Hardware
Other
In the last financial year, what percentage of your organisation's overall sales revenue came from Hardware?
More than 50%
25% to 50%
10% to 25%
1% to 10%
0%
In the last financial year, what percentage of your organisation's overall sales revenue came from Software?
More than 50%
25% to 50%
10% to 25%
1% to 10%
0%
In the last financial year, what percentage of your organisation's overall sales revenue came from Professional Services?
More than 50%
25% to 50%
10% to 25%
1% to 10%
0%
What percentage of your revenue was from recurring revenue streams in the last financial year?
More than 60%
40% to 60%
20% to 40%
10% to 20%
1% to 10%
0%
Considering your entire business, what area was most profitable in the last financial year?
Hardware
Software
Services
IoT, Big Data, Mobility, Social Business
Cloud/Consumption
None of the above
What is the average product gross margin retained by your organisation, excluding rebates and other incentives, from the resale of hardware/software?
25%+
15% to 25%
10% to 15%
5% to 10%
Less than 5%
What is your organisation's combined gross margin, including services?
25%+
15% to 25%
10% to 15%
5% to 10%
Less than 5%
Looking at your current Fiscal Year, how would you describe your Services margin compared to previous years?
Increasing
Flat
Decreasing
What was your organisation's Operating Profit (EBIT) during the last Fiscal Year?
More than 10%
5% to 10%
0% to 5%
Flat
Decreasing
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Organisational & Financial Points Total
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FA - Strategy
Do you regularly consult with analysts (in-house or externally) in order to realise your organisation's goals and transition business models?
Yes
Planned
No
Does your organisation benchmark itself against other partners in your field?
Frequently
Occasionally
Unsure how
Not interested
If change is involved in your business goals, do you have a plan to manage your cash flow?
Yes
Planned
No
Select the areas in which you see your organisation investing over the next 3 years.
(select all that apply)
Data center
Employees
Service offerings
Technology development
Systems
Other
No funds to invest
Do you provide any Software/Infrastucture as a Service offerings, or do you have any solutions that will move to SaaS/IaaS based in the future?
Yes, we currently offer SaaS/IaaS
Solutions identified for move to SaaS/IaaS
No, we do not intend to offer SaaS solutions
Are you engaging with any vendors, partners or solution providers to build out your own solution stack?
Yes
Planned
No
Which areas do you see as the highest growth potential in the next 12 months?
Analytics
Automation & OrchestrationÂ
Big Data
Business Intelligence
Cloud/Hybrid
Consumption-as-a-Service
Cyber Security
Generative AI
IoT
Managed Workspace
Mobile
Physical Infrastructure
Social Platforms
Other
Where in the data lifecycle are your focus points?
Generate
Collect
Analyse
React
Predict
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Strategy Points Total
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FA - Services and Technology
In the last financial year, what percentage of your organisation's overall sales revenue came from Managed Services?
More than 50%
25% to 50%
10% to 25%
1% to 10%
0%
Have you hired specialised managed services/solution sales expertise or retrained product focused sales people to sell services and solutions?
Yes
Training in progress
Recruitment in progress
No
Do you have a well defined and documented strategy for your managed services?
Yes
No
We do not have Managed Services
How would you rate your Managed Services processes, systems, tools and SLA's?
Good
Acceptable
Poor
Managed Services being developed
We don't provide Managed Services
For your managed services do you offer a standard catalogue that includes monitor, operate, optimise, transform and host, or equivalent?
Yes
No
We do not have Managed Services
Do you have a scalable and repeatable delivery practice for your managed services?
Yes
No
We do not have Managed Services
Do you have a consumption-based billing capability, either internally or externally?
Yes
In Progress
No
How do you see the percentage of your hardware sales changing in the next 12 - 24 months?
Increasing
No change
Decreasing
How do you see the percentage of your software sales changing in the next 12 - 24 months?
Increasing
No change
Decreasing
How do you see the percentage of your services sales changing in the next 12 - 24 months?
Increasing
No change
Decreasing
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Services & Technology Points Total
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FA - Sales and Marketing
Can your sales team effectively sell to Lines of Business within your end user customers?
Yes
No
Not Sure
How many sales reps do you have?
Less than 3 reps
3 - 5 reps
6 - 10 reps
11 - 49 reps
More than 50 reps
Do your sales reps carry Services quotas or accelerators?
Yes
No
How would you describe you organisation's ability to successfully implement a marketing strategy?
Excellent
Good
Needs Improvement
Poor
Not Sure
What is an area of your business in which you could use marketing support?
(please select all that apply)
Digital/Online Presence
Content Creation
Value Proposition Creation
Lead Generation
Marketing Plan Creation
Outsource Marketing
Not Sure
We've Mastered Our Marketing Engine
Select all solutions that your sales team typically propose to your customers.
(select all that apply)
IoT
Managed Services
Public Cloud
Private / Hybrid Cloud
Software
Hardware / Infrastructure
Back up & Data Recovery
Maintenance Services
Professional Services
Other
Considering all of your sales generated in the past 12 months, what percentage was led by Hardware?
50% or above
40% - 49%
20% - 39%
10% - 19%
Less than 10%
Considering all of your sales generated in the past 12 months, what percentage was led by Software?
50% or above
40% - 49%
20% - 39%
10% - 19%
Less than 10%
Considering all of your sales generated in the past 12 months, what percentage was led by Services?
50% or above
40% - 49%
20% - 39%
10% - 19%
Less than 10%
How would you rate your sales team's lead generation engine?
Excellent
Good
Acceptable
Poor
Very Poor
Do you have a detailed sales approach that shows how your offerings achieve customers' desired business outcomes?
Yes
In progress
No
Does your organisation have an employee compensation plan for services versus product sales?
Yes
No
Does your organisation have an employee compensation plan that supports Monthly Recurring Revenue (MRR)?
Yes
No
Do you have new business targets that include new technologies and/or customers?
Yes
Planned
No
What horizontal segments do you sell into?
Large (500+ employed)
Mid (100 to 499 employed)
Small (1 to 99 employed)
In a typical sales engagement, which departments do you currently involve in the decision making process?
IT
Digital/Innovation
Finance
Operations
Procurement
HR
Sales & Marketing
Customer Service
Other
What verticals do you sell into?
Manufacturing
Legal
Retail
Healthcare
Finance
Banking
Education
Government
Smart Space
Logistics
Transport
Energy
Utilities
Pharmaceutical
Other
In regards to the environment on which your end users deploy your solutions - which is the most relevant?
On premise
Hybrid
Single Tenant Platform
Multi Tenant Platform
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Sales & Marketing Points Total
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TM Points Total
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Solution Practice: AI
For the following section select the option that most applies to your business.
AI Awareness
Basic AI awareness and understanding of industry use cases
Second ChoiceAI solution integration & some in-house AI Expertise
AI-First business model and deep AI Expertise
AI Technical Skills
Limited AI technical skills (focused on reselling AI-ready infrastructure/software)
Ability to conduct AI POCs and industry-specific AI applications
Advanced AI workloads and vertical-specific AI innovations
AI Solutions
AI-adjacent offerings (e.g., selling cloud, storage, compute but not AI solutions)
Developing or reselling pre-packaged AI solutions
Proprietary AI solutions and services
AI Practice
No dedicated AI practice or specialized personnel
Some in-house AI experts (data scientists, AI architects, or pre-sales AI specialists)
AI consulting, custom AI software development, managed AI services
Enablement – Which would benefit the partner?
AI Foundations Training: Market education, use cases, and AI trends
AI Certification & Deep Technical Training: Hands-on AI development and deployment training
AI Co-Innovation & R&D Support: Collaboration on next-gen AI solutions
GTM & Sales Support
Sales & Marketing Collateral: AI pitch decks, industry-specific messaging
AI GTM Programs & Co-Marketing Support: AI demand-gen campaigns, joint marketing funds
High-Touch GTM & Sales Collaboration: Dedicated vendor support for enterprise AI deals
Partner Incentives
Partner Incentives & MDF (Marketing Development Funds): To drive early AI adoption
Pre-Sales & POC Funding: Vendor-backed resources to de-risk early AI projects
Custom AI Acceleration Funding: Financial and resource backing for large-scale AI deployments
Innovation and R&D
N/A
Sandbox Environments: Access to AI cloud compute, models, and development environments
AI Thought Leadership & Advocacy: Partner showcases, joint webinars, and analyst engagement
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AI - Points Total
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FA - Cloud
In the last financial year, what percentage of your organisation's overall revenue came from Cloud-based products and services?
More than 50%
25% to 50%
10% to 25%
1% to 10%
0%
What are your total Cloud revenues?
Less than $1,000 MRR
$1,000 - $9,999 MRR
$10,000 - $49,999 MRR
More than $50,000 MRR
I prefer not to answer
Of your organisation's overall revenue for Cloud-based products and services, how much of this revenue is Hybrid Cloud Consumption?
More than 50%
25% to 50%
10% to 25%
1% to 10%
0%
How would you define your main source of 'cloud-based' revenue?
Infrastructure
Security Solutions
Modern Workplace / Productivity
Business Applications & Consultancy
Data & Analytics / Business Intelligence
Hosted Solutions
How do you manage your customers' cloud usage and billing?
Tech Data StreamOne
Tech Data StreamOne with CloudCheckr
Other Cloud Management Platform
None of the above
Other
If other, please state
Please select your top three customer challenges and asks of you as their IT Provider
A better security posture
A more productive workforce/environment
A more resilient, efficient and flexible infrastructure
Solutions to help provide better data driven business decisions
Modernising their business applications
Modernise the way we solve business problems
Which of these vendors/technologies do you sell/would you feel most comfortable selling?
Vmware & Hyper-V, Veeam, Veritas, Dell, HPE
VeeamCisco, Fortinet, Checkpoint, Trend Micro, McAfee, Sonicwall
VMware Horixon, Citrix, Microsoft RDS
Desktop application Solutions
Qlik, Power BI, Tableau, BW, Cloudera
Enterprise Applications (SAP, Dynamis, JD Edwards)
What type of cloud solution practice would you like to build?
(select all that apply)
Collaboration
Modern Workplace
Core Infrastructure
Data Fabric
Data Protection & Management
Data Services
Security & Compliance
Datacenter Modernisation
Enterprise Application Infrastructure
Application Innovation
Data & AI
IoT & Analytics
As-A-Service
How would you rate your cloud maturity model?
Not Started
Started: Doing some projects
Transformer: Already with some specialisations
Advanced: Already offer cloud and some data services
Accelerator: we rock
Are Cloud solutions identified as critical elements of your 3 year strategy and defined goals?
Yes
No
N/A
Which of the following Cloud providers are you currently engaged with?
(select all that apply)
Amazon Web Services
Microsoft Cloud
Google Cloud
IBM Cloud
HPE Cloud
Cisco Cloud
Dell EMC Cloud
VMware Cloud
None of the above
Other
If other, please state
What are the (additional) key Cloud vendors you would like to leverage in the Cloud?
(select all that apply)
Amazon Web Services
Microsoft Cloud
Google Cloud
IBM Cloud
HPE Cloud
Cisco Cloud
Dell EMC Cloud
VMware Cloud
None of the above
Other
If other, please state
Do you have, or plan to create, a Cloud focused sales team?
Already have a Cloud Sales team
We will create a Cloud Sales team
No plans to create a Cloud Sales team
Do you have a documented cloud marketing strategy in place?
Yes
No
Being developed
How many technical resources do you have (pre-sales, delivery, managed services)?
Less than 3 techs
3 - 5 techs
6 - 10 techs
11 - 49 techs
More than 50 techs
How do you provide Cloud solutions to your customer base?
(select all that apply)
In-house data center
Reselling AWS/Azure/GCP
Through partnering with MSP
Reselling Microsoft Office 365
Reselling other Public Cloud
Currently building portfolio of Cloud Services
Hybrid Cloud
No Cloud offering
Other
If other, please state
How would you rate your organisation’s ability to design end-to-end Cloud solutions? Please consider skills, experience and tools when answering this question.
Excellent
Good
Acceptable
Poor
We don't provide end-to-end solutions
Which of the following Cloud Professional Services do you currently offer to your customers?
(select all that apply)
Cloud Assessments
Cloud design & implementation
Workload migration
Application refactoring
Automation / Orchestration
None of the above
Which of these Cloud or Managed Services systems do you have in your organisation?
(select all that apply)
Managed Services Configuration Management database
ITSM Ticketing system
Event Correlation engine
Application & Infrastructure, Performance Monitoring and Management application
Release Management tool
Cloud Automation Platform
We don't provide Managed Services
Other
If other, please state
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Cloud - Points Total
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FA - Analytics & IoT
What percentage of your revenue accounts for IoT / Digitisation?
>50%
26% to 50%
11% to 25%
1% to 10%
0%
Prefer not to disclose
What percentage of your revenue accounts for analytics?
>50%
26% to 50%
11% to 25%
1% to 10%
0%
Prefer not to disclose
How would you describe the position of your practice for IoT/Data?
At inception
Developing strategy
Investment budgeted
Developing
Optimising
Mature
Not planning to have one
In a typical IoT/analytics customer discussion or solution delivery, which vendors would be included in the technology stack?
Advantech
Panduit
Keonn
Relayr
Episensor
Nexiona
IFM
Worldsensing
Actility
Schneider Electric
Siemens
Sigfox
Vodafone
Dell
Microsoft
IBM
HPE
Cisco
AWS
Oracle
Other
In a typical IoT/analytics solution delivery, which technologies and/or services has your organisation delivered?
Device connectivity
Data forwarding
Real-time monitoring
GPS
Security
Communication gateways
Cloud management
Data design
Data analytics
Automation
Machine learning
Business intelligence
Design
Proof of concepts
Hosting
Consultancy
Service management
Support
Which of the following are in progress or completed at your organisation in relation to IoT/digitization adoption activities?
Exploring
Early stage set-up
Building resource
Training & skills development
Leveraging internally
Defining value proposition
Developing sales strategy
Going to market
Delivering solutions
Reviewing & refining
Please indicate which data solution components, your organisation needs support develop capability for.
(select all that apply)
IoT sensors
Edge compute
Connectivity
IoT Platforms
Data Integration
Data Repository
Data Quality
Data Governance
Business Intelligence Reporting/Visualisation
Business Logic/Workflow
AI/Cognitive/ML
Data Security
Where would your business most benefit from support to enable your IoT/Data strategy?
(select all that apply)
Sales & marketing
Expert to join visits
Lead generation
Lead qualification
Recruitment
Training
Finance & billing
Solution design
Solution implementation
To meet your strategy, in what timeframe are you currently expecting to invest in IoT/Digitisation?
Underway
1-3 months
4-6 months
7-9 months
10-12 months
>12 months
None
To meet your strategy, in what timeframe are you currently expecting to invest in Analytics?
Underway
1-3 months
4-6 months
7-9 months
10-12 months
>12 months
None
What drives your sales strategy for IoT/Digitisation?
New revenue streams through diversification
New sales growth
Replace legacy business
Are you engaging with any organisations who specialise in IoT with the aim of becoming part of their eco-system?
Yes
Planned
No
Within your organisation is what is the sales pipeline stage for the majority of solutions in IoT/Digitisation?
Tentative discussions
Pre-sales or earlier
At qualification or earlier
At solution design or earlier
At evaluation or earlier
At negotiation or earlier
At final stage or earlier
No pipeline in place
What is your average deal size for IoT/digitisation?
£0
<£10k
£10k-£50k
£51k-100k
£101k-£200k
£201k-£300k
>£300k
In what areas have you established case studies that evidence your organisation's solution delivery for IoT?
POC
Pilots
End-to-end
Design
Implementation
Meeting business outcomes
Others
None
How do you deliver your professional consultancy services for Analytics & IoT/ Digitisation Solutions?
Outsourced
Vendor support
Through partnerships
With associates/contractors
Business unit
Department in house
Not providing
How would you rate your design services for IoT/Digitisation?
Not offered
Good
Market Leading
How would you rate your design services for Analytics?
Not offered
Good
Market Leading
How would you rate your proof of concept services for IoT/Digitisation?
Not offered
Good
Market Leading
How would you rate your proof of concept services for Analytics?
Not offered
Good
Market Leading
How would you rate your implementation services for IoT/Digitisation?
Not offered
Good
Market Leading
How would you rate your implementation services for Analytics?
Not offered
Good
Market Leading
In a typical solution delivery are you able to deliver the entire solution by yourself for IoT?
Yes
No
Yes through partnerships
Please indicate what resource you currently have in your organisation for IoT/data.
Solutions Architecture
Sales & marketing
Finance & billing
Installation
Implementation
Configuration
Technical support
Which of the following are in progress or completed at your organisation in relation to analytics adoption activities?
Exploring
Early stage set-up
Building resource
Training & skills development
Leveraging internally
Defining value proposition
Developing sales strategy
Going to market
Delivering solutions
Reviewing & refining
How would describe your organisation's awareness and knowledge of the data integration/quality/governance market?
Not started
Early stages
Developing
Expert
Not part of our strategy
How would you describe your customers' engagement with IoT/digitisation?
Early adopter
Exploring
Actively engaged
Disengaging
Not engaged
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Analytics & IoT - Points Total
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FA - Security
What percentage of your revenue accounts for Security?
>50%
26% to 50%
11% to 25%
1% to 10%
0%
Opt out
In the last financial year, what percentage of your organisation's overall revenue came from Security business?
More than 50%
25% to 50%
10% to 25%
1% to 10%
0%
How would you describe the position of your practice for Security?
At inception
Developing strategy
Investment budgeted
Developing
Optimising
Mature
Not planning to have one
Where would your business most benefit from support to enable your Security strategy?
(select all that apply)
Sales & marketing
Expert to join visits
Lead generation
Lead qualification
Recruitment
Training
Finance & billing
Solution design
Solution implementation
In a typical security customer discussion or solution delivery, which vendors would be included in the technology stack?
Dell
Microsoft
IBM
HPE
Cisco
AWS
Oracle
Other
To meet your strategy, in what timeframe are you currently expecting to invest in Security?
Underway
1-3 months
4-6 months
7-9 months
10-12 months
>12 months
What drives your sales strategy for Security?
New revenue streams through diversification
New sales growth
Replace legacy business
Add Compliance and Governance
Within your organisation is what is the sales pipeline stage for the majority of solutions in Security?
Tentative discussions
Pre-sales or earlier
At qualification or earlier
At solution design or earlier
At evaluation or earlier
At negotiation or earlier
At final stage or earlier
No pipeline in place
What is your average deal size for Security?
£0
<£10k
£10k-£50k
£51k-100k
£101k-£200k
£201k-£300k
>£300k
In what areas have you established case studies that evidence your organisation's solution delivery for Security?
POC
Pilots
End-to-end
Design
Implementation
Meeting business outcomes
Others
None
How do you deliver your professional consultancy services for Security?
Outsourced
Vendor support
Through partnerships
With associates/contractors
Business unit
Department in house
Not providing
How would you rate your design services for Security?
Not offered
Good
Market Leading
How would you rate your proof of concept services for Security?
Not offered
Good
Market Leading
How would you rate your implementation services for Security?
Not offered
Good
Market Leading
In a typical solution delivery are you able to deliver the entire solution by yourself for Security?
Yes
No
Yes, through partnerships
Please indicate what resource you currently have in your organisation for Security.
Solutions Architecture
Sales & marketing
Finance & billing
Installation
Implementation
Configuration
Technical support
How would you describe your customers' engagement with security?
Early adopter
Exploring
Actively engaged
Disengaging
Not engaged
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Security - Points Total
