Avnet Technology Solutions, the global IT solutions distributor and an operating group of Avnet, Inc. (NYSE: AVT), has announced
that Avnet Technology Solutions, UK, is working exclusively with Hitachi Data Systems to support its Partner First channel strategy to increase the quality and value of solutions delivered through business partners.
As sole distribution partner for Hitachi Data Systems 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 strong alliance partnerships with leading IT suppliers, along with its tried and tested enablement methodologies, underpin the new Hitachi Data Systems approach to the channel.
Lynn Collier, chief operating officer, Hitachi Data Systems, 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 Hitachi Data Systems 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™ is designed to help business partners grow their business by following a sequential five-step methodology:
1. Business analysis to assess sales data, identify opportunities and build propositions for target markets
2. Strategic planning
3. Training and enablement of sales and pre-sales teams
4. Demand creation
5. Inclusion of Avnet’s services to augment the partner’s capabilities
This approach mirrors the Hitachi Data Systems objective of delivering solutions rather than products.
Miriam Murphy, senior vice president, North region, Avnet Technology Solutions, EMEA, concluded, “There is a highly complementary nature to the strategic imperatives of Hitachi Data Systems 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 Hitachi Data Systems drive more business through the channel.”
About Avnet Technology Solutions
As a global IT solutions distributor, Avnet Technology Solutions transforms technology into business solutions for customers around the world. It collaborates with customers and suppliers to create and deliver services, software and hardware solutions that address the changing needs of end-user customers. The group serves customers and suppliers in North America, Latin America and Caribbean, Asia Pacific, and Europe, Middle East and Africa. It generated US $11.0 billion in annual revenue for fiscal year 2014. Avnet Technology Solutions is an operating group of Avnet, Inc. For more information, visit https://www.ats.avnet.com.
About Avnet, Inc
Avnet, Inc. (NYSE: AVT), a Fortune 500 company, is one of the largest distributors of electronic components, computer products and embedded technology serving customers globally. Avnet accelerates its partners’ success by connecting the world’s leading technology suppliers with a broad base of customers by providing cost-effective, value-added services and solutions. For the fiscal year ended June 28, 2014, Avnet generated revenue of $27.5 billion. For more information, visit www.avnet.com.
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