Contributed by Haley Woods and Charles Pia
Across North America, technology partners are facing a familiar challenge; delivering growth that is not only immediate, but sustainable. In today’s competitive landscape, the most successful partners are those that treat financing not as an afterthought, but as a strategic enabler, and one that drives improved performance and cash flow, all directly impacting the partner’s enterprise value.
The fourth annual TD SYNNEX Direction of Technology (DoT) Report is reinforcing this shift: partners are seeking financial flexibility, and risk mitigation as core levers for competitive differentiation.
1. Win More Business by Removing Barriers
Customers want innovation, but capital constraints often stall decisions. The DoT report shows that many partners are already turning to financing as a key tool to unlock deals, especially in emerging tech areas.
By offering financing, barriers are eliminated. Projects that might sit idle can move forward, helping partners close more business, boost adoption, and grow revenue consistently. More predictable growth is one of the drivers that investors and acquirers look at when valuing partners.
2. Turn Cash Flow into a Strength
Cash flow challenges can weaken even growing partners. According to the DoT, “flexibility fuels resilience” emerged as a key theme: partners see financial agility (e.g., deferred payments, vendor promotions) as crucial to navigating uncertainty. Financial solutions improve the balance sheet by ensuring faster payments and stronger margins. A healthier financial position makes a partner’s business more stable and more attractive to investors or future buyers.
3. Build Recurring, Predictable Revenue
Recurring revenue models like subscription and as-a-service are no longer niche. Financing enables partners to structure deals this way, giving customers flexibility while giving partners’ business more stable, long-term predictable revenue. That kind of financial consistency commands higher valuation multiples for partners.
4. Reduce Risk in the Sales Cycle
Every delayed or lost deal lowers partners’ growth potential. Financing options such as deferred starts, flexible terms, and special rates reduce customer hesitation. That means higher close rates, stronger pipelines, and more stable forward-looking revenue, all of which strengthen partners’ long-term value.
5. Strengthening Our Partners’ Business Story
Investors, vendors, and future buyers will ask: Which partners are ready for market shifts? By embedding financing into a partners’ go-to-market strategy, they can say:
“We make technology easier for customers to acquire and scale, while keeping our own business financially strong.”
This narrative not only provides a differentiator for the partner but also cements their position as a trusted advisor for their customers and vendors they work with.
The Takeaway?
Financial solutions are no longer just a transactional tool; it has become a strategic growth engine. For North American partners, these strategic growth levers mean increased revenue predictability, stronger cash flow, and reduce business risk, in short, the utilization of financial solutions is building tomorrow’s resilience.
When those improvements show up on the balance sheet? Partners don’t just grow, they secure a foundation for sustainable success.
