At is annual Ignition ’07 IBM Partner conference in San Antonio, Tex., Avnet Technology Solutions announced the addition of 10 new offerings to its Think Solutions initiative and the launch of a new Solutions Catalog through its ISV Connect program. The common theme in both releases was solutions.
The goal of the Phoenix-based value-added distributor is to help its IBM partners move-up the food chain with solutions says Tony Madden, senior vice-president and general manager of Avnet’s IBM Solutions Group. Avnet wants to help its partners differentiate themselves in the marketplace with a proven methodology and a more solution-centric approach to selling.
“It seems to be resonating well, and the partners are excited about it,” said Madden. “The time is right, and I’d like to think Avnet is taking a leadership position here in an attempt to really establish itself as the true solutions distribution company.”
The IBM solutions catalog, which Madden says can be considered “E-Harmony for partners,” is an online database that connects Avnet’s VAR partners in Canada and the U.S. with qualified ISVs to deliver more complete solution based on IBM software, hardware and services.
“Through this profiling mechanism the idea is to do a better job of marrying the requirements of a partner with the requirements the ISV and, rather than a shotgun approach, take more of a rifle approach to creating these partnerships,” said Madden.
It’s an approach that Avnet has already implemented successfully with its HP partners and, while elements of the program were in place previously in the IBM group, Madden says the solutions catalog is a consolidation and re-branding that will make it easier for qualified partners to find each other. Avnet will screen calls and qualify opportunities.
“The partners have said you’ve got to make it simpler and easier,” said Madden. “Bringing it all together in our Avnet Accelerator Web portal for a simplified, ease of use approach makes it a lot easier experience for both the ISVs and our solution partners.”
Avnet also announced it will be adding 10 solutions to its Think Solutions initiative, for a total of 24 solutions in the program that provides partners with solution bundles wrapped around IBM technologies designed for high-growth technology areas.
When the program was initially launched in April it focused on four software-centric areas, namely information management, portals, process integration and storage management solutions. It’s now being expanded into more hardware-centric areas, focusing around areas like e-mail archiving, data encryption and virtualization solutions.
“We’re taking it to what I’d call the next logical step,” said Madden. “It’s inclusive of the software, because we think the solution starts with the software, packaging it onto the hardware and helping the partner identify opportunities, sell those opportunities, and deliver the service delivery capability with One Tech Connect (Avnet’s service delivery platform).”
The Think Solutions program also includes a tools roadmap to help partners identify new opportunities within their existing customer base and sell them complete solutions as product and service bundles, along with a host of sales and marketing support and services.
Speaking with Avnet’s IBM partners, Madden says the biggest challenge they say they’re facing again and again is one of human resources, and finding qualified people.
“They need to find the talent, and that’s an area we probably need to look into a bit,” said Madden. “The general tone is optimism, lots of opportunity and people are starting to see the SMB opportunity (with IBM) and it’s exciting.”
