Avnet Opens New Cisco Data Center Demo Center for Canadian Channel Partners

Distributor offers channel partners in Canada a Cisco-specific lab and opportunity to test equipment prior to purchase.

January 15, 2012

D.H. Kass

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Avnet Technology Solutions (ATS), the distribution arm of Avnet Inc. said that it has opened a demonstration facility in Canada specific to Cisco Systems Inc. equipment for channel partners to show the vendor’s Unified Computing Systems B-Series and C-Series servers to their customers in data center settings.

The distributor also said that it is offering Canadian channel partners the opportunity to pilot Cisco’s UCS B-series and C-series servers in their customers’ data centers under its new Customer Test Drive Program.

An ATS official said that the new resources are intended to help channel partners cultivate and turn leads into sales.

“Because of the investments we have made in these Cisco demonstration resources, Avnet’s partners can quickly and cost-effectively capture sales and profitably grow their businesses,” said Brian Aebig, ATS vice president and general manager, Canada.

“By using these demonstration resources, partners can collaborate with customers as they ‘try out’ the solutions they are interested in and ensure it aligns exactly with their business needs and requirements,” he said.

ATS said that the lab houses technologies to enable channel partners to create complete, tailored demonstrations and proof-of-concept for customers. It is located in Avnet’s Toronto-area office. Partners can also use the lab to provide technical hands-on training for their own staff, ATS said.

The Test Drive Program offers customers at the end of the sales cycle to test Cisco’s UCS technology in their own data center prior to making a purchase decision. ATS said that the program benefits partners by shortening the sales cycle and cutting deployment time once a buying decision is reached.

“We have jointly invested in both the Avnet Cisco Data Center Lab and Customer Test Drive Program to help partners reduce their costs and strengthen their value propositions for end customers,” said Mike Ansley, vice president, Cisco Canada Partner Organization.

One channel partner said that a significant benefit of the lab and test pilot offering is that it requires no capital outlay to access.

“The ability to demonstrate the Cisco UCS portfolio in action to our customers is a great sales advantage, but it can be a resource-intensive activity,” said Nicholas Laine, ESI Information Technologies manager, Enterprise Architecture.

“Avnet’s Cisco Data Center Lab and Customer Test Drive Program will provide us with all that we need to create a proof-of-concept set-up and a live environment for our customers without additional investment on our part,” he said.

Avnet is a certified Cisco UCS B-Series and C-Series Authorized Configurator in Canada and the U.S.

TAGS: Cisco,distribution,Unified Computing System,Avnet,Canada,Avnet Technology Solutions,demonstration

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