Avnet Rolls Out More Services for Channel Partners

At its New Frontiers conference, the distributor expands its SolutionsPath program for high-growth markets and unveils new virtualization and managed services initiatives.

August 21, 2008

Al Senia

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Avnet Technology Solutions unveiled a number of services for channel partners at its New Frontiers Conference this week in Colorado Springs, including a SolutionsPath umbrella program which features training and resources to help partners target specialized, high-growth markets such as government, healthcare and virtualization,.

Jeff Bawol, president of Avnet Technology Solutions, Americas, said SolutionsPath helps partners quickly develop specializations to capitalize on rapidly expanding markets.

"Virtualization is getting to be the place to be," said Bawol. "We are trying to build practices to better serve our partners in these new areas."

The SolutionsPath effort in the first three markets has been very successful, Bawol added, and will be expanded within 75 days to include the storage, security and unified communications markets. The SolutionsPath methodology takes a three-step approach in which Avnet picks and invests in technology and vertical market segments that provide a lucrative opportunity; develops specific programs to enable partners with specialized skills; and then helps partners configure and deliver the needed end-to-end solutions.

The new SolutionPath program essentially expands Avnet's existing GovPath, HealthPath and VirtualPath efforts into a more comprehensive business plan. "It's basically an umbrella for each of those," Bawol explained, adding some channel partners have experienced a 65 percent year-over-year growth rate in HealthPath.

At the conference, Avnet also expands its OneTech managed services program to include remote monitoring and management. The new services include three levels of support: availability monitoring, preventative monitoring and comprehensive remote management.  VARs can leverage the offerings to increase their services portfolio, broaden their consultative relationships with customers and create flexible managed-services environments within the customers' datacenter or co-location.

"Remote monitoring and management offerings are a great way for partners to enter the fast-growing managed services market and increase their services revenues," said Jack Morris, vice president of services, Avnet Technology Solutions, Americas. "We developed our new offerings so partners can quickly add remote monitoring and management capabilities to their services line-up without capital investment or additional resources."

He added that Avnet's OneTech Remote Monitoring and Management Services  program provide 24x7 monitoring for five critical components: CPU, memory, disk space, network interfaces and network unavailability, and alerts for problems. The services are designed to be flexible and are available for resellers supporting datacenters located at the customers' facilities, as well as those that are outsourced.

Avnet also rolled out new services to help Sun partners target the virtualization market by enabling them to demonstrate how the technology  can solve business challenges. The services include server assessments, seminars, technical and financial support, partner training and enablement, business development, demand generation, continuing education, and solutions partnering and development.

“As the virtualization market continues to grow, it is critical that our partners can explain the business rationale behind their technology decisions. Avnet’s services help partners do just that by mapping virtualization solutions to company objectives and creating a formal business case around the investment," said Mike Hurst, vice president and general manager, Avnet Technology Solutions, Americas, Sun Solutions group.

Additionally, the distributor announced a deal with Reflex Security to distribute its Virtual Security Manager product, which provides an additional layer of security to virtualized environments, to channel partners in North America.

TAGS: virtualization,unified communications,Avnet,distributors,Storage

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