Avnet Technology Solutions Supports Partner First Channel Strategy From HDS

Avnet Technology Solutions, an IT solutions distributor and an operating group of Avnet, Inc., announced that Avnet Technology Solutions, UK, is working exclusively with Hitachi Data Systems Corp. (HDS) to support its partner first channel strategy to increase the quality and value of solutions delivered through business partners.

As sole distribution partner for HDS in the UK, Avnet plays a pivotal role supporting business partners delivering enterprise storage, virtualization, management and data protection solutions to end user customers. An important element of the partner first strategy involves enabling the channel to deliver solutions, in particular those including complementary technology from suppliers such as Brocade, Cisco, CommVault, Microsoft, Oracle, SAP, Symantec and VMware. Avnet’s alliance partnerships with IT suppliers, along with its tried and tested enablement methodologies, underpin the new HDS approach to the channel.

Lynn Collier, COO, HDS, UK and Ireland, said: “The channel is at the centre of our plans for the future, and we have a five-point plan to put business partners first. Strategies include: account segmentation; service segmentation; a revised rebate programme based on specialisation; greater alignment with HDS sales; and, with help from Avnet, more awareness of new marketing and sales enablement programmes. These five pillars will be closely supported by the Avnet team implementing its SolutionsPath methodology to deliver on growth plans jointly developed with business partners.“

Avnet SolutionsPath to help business partners
grow business by following sequential five-step methodology:

• Business analysis to assess sales data, identify opportunities and build propositions for target markets
• Strategic planning
• Training and enablement of sales and pre-sales teams
• Demand creation
• Inclusion of Avnet’s services to augment the partner’s capabilities

This approach mirrors the HDS objective of delivering solutions rather than products.

Miriam Murphy, SVP, North region, Avnet Technology Solutions, EMEA, concluded: “There is a highly complementary nature to the strategic imperatives of HDS and Avnet. Both organisations recognise the importance of enabling the channel and driving growth through the delivery of solutions that address end-user business challenges. With our highly skilled subject matter experts, existing supplier alliances and SolutionsPath methodology, Avnet is perfectly positioned to support Partner First and help HDS drive more business through the channel.“