Avnet Adds Business Planning Service for Channel Partners Building New Practices

Distributor’s SolutionsPath Advisor to aid channel partners with strategic planning, tools, resources.

Avnet Inc.’s Technology Solutions operating group said it has added an entry to its lineup of SolutionsPath services and resources aimed at helping channel partners construct strategic business plans to develop new, market-specific initiatives.

Avnet, which maintains SolutionsPath practices in networking, security, storage, virtualization, government and health care, named its new selection the SolutionsPath Advisor.

Its role is to consult with and advise channel partners--using benchmarking, subject matter experts, industry best practices and the distributor’s market knowledge—on how to develop market specializations, particularly in areas that map to the distributor’s data center and vertical market offerings in networking, security, storage, virtualization, government and health care.

Channel partners participating in SolutionsPath advisor will work with Avnet’s team of business development specialists, using an online assessment model to jointly develop business plans. The proposals will detail actionable steps partners can take to build market specialization and to access resources Avnet and its suppliers offer.

“Specialization presents significant growth opportunities for partners with proven expertise,” said Colin Blair, Avnet director of solutions development.

“However, the planning process for creating a new, specialized practice is complicated, time intensive and often overwhelming,” he said. “Avnet created SolutionsPath Advisor to help partners through the complex research, evaluation and planning phases that are part of creating any new practice.”

Blair said that SolutionsPath Advisor will help channel partners to understand how to tailor their focus and investments into new practice areas and succeed in specialized markets.

Distributor offers additional services, resources

In addition to SolutionsPath Advisor, Avnet will also make available to channel partners sales and technical experts to help with solutions design, consultation to reduce practice startup costs, online sales tool kits that offer a blueprint of what to sell in key technologies and vertical markets, training, internships, certification courses, and on-demand virtual demonstration capabilities.

One Avnet channel partner said that the distributor’s SolutionsPath Advisor provided a foundation for a productive partnership.

“In all my years in the channel, this is the first time I’ve actually felt like I have a true partnership with a distributor,” said Gary S. Sharp, vice president, sales and marketing, Premier Technologies, a Pittsburgh, PA-based IT solutions provider.

“Avnet cares about my business and growth, and listens to what we need. Their team doesn’t try to shoe horn in ideas that they have. Instead they collaboratively formulate ideas with us through consultative engagements like SolutionsPath Advisor.”

TAGS: security,networking,virtualization,Avnet,specialization



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