Go Configure: Avnet Introduces FastBuild

"We're trying to put names behind [white boxes that system builders can rely on and trust," says Mike Romero, director of technical marketing at AAC, Phoenix. In some cases, they have little to no control over the technology and components offered in white boxes. But AAC wants to change that. "System builders need a partner that can bring this technology to them," Romero adds.

The key to AAC's FastBuild is a selection of branded components from which customers can choose to build their systems. Vendors include Fujitsu, IBM, Intel, Micron and Western Digital. There are no second-tier or no-name components inside systems created with FastBuild, Romero says.

"We wanted this configurator so that the customer could see the brand they are selecting,and not just the brand, but the actual part number," Romero says.

In addition, if VARs don't want to spend the time developing a custom system, they can choose from more than 30 preconfigured and pretested systems that have been designed by AAC's certified engineers. Either way, AAC's engineers have eliminated the risk of buying a system with compatibility issues because all the component combinations have been designed to work together seamlessly.

With the FastBuild online configurator, VARs and system builders can also set up multiprocessor servers and complex RAID storage arrays, Romero says. And most FastBuild orders have a 72-hour turnaround, depending on complexity and design, he adds.

For system builders that maintain that their value is in building boxes, AAC will also ship white-box parts as a kit for those that choose to build them themselves. That way, system builders can still add in their own software and customize the box the way they choose.

Other Offerings

No doubt, you can expect AAC's competitors are close behind with their own offerings. For example, Englewood, Colo.-based Arrow Electronics says its custom-built white-box program is similar to Avnet's offering, except that it doesn't offer an online configurator,yet. In the meantime, the distributor developed a program last December called PlatformBuilder through which customers can order a variety of configured systems, servers and appliances.

Through PlatformBuilder, Arrow customers can design their own system or choose from 30 preconfigured and pre-tested systems featuring key vendors, such as Intel, Iomega, Maxtor, Micron, Microsoft and Sony.

Broadline distributors Ingram Micro, based in Santa Ana, Calif., and Tech Data, based in Clearwater, Fla., will also build single systems for customers, but most of their configuration business centers on large rollouts.

Ingram Micro says its model calls for a focus on solution configuration, such as a networked or wireless solution, rather than a product-specific system, such as a white box. System builders can order single or multiple custom-configured boxes via their integrations hotline or an electronic order sheet on the distributor's Web site.

Ingram Micro also focuses heavily on reconfigured systems for those VARs who want to add value, such as adding more memory or a better CD-ROM drive. The distributor believes such a service allows VARs to focus on driving the sale rather than rebuilding boxes.

"Early on, we focused on an actual configurator and channel assembly. Now we are focused on reconfiguration services," says Mayra Victoria, director of integration services at Ingram Micro. "Configuration is a necessary service [for us to be viewed as a full-service distributor. By offering integration services, we are building a stronger relationship with our VARs. There's a lot of cooperation between customers and Ingram Micro."

As for an actual online configurator, neither Ingram Micro nor Tech Data have one, though both companies left open its possibility. n

Mike Cruz ([email protected]) is a Fullerton, Calif.-based freelance writer who specializes in distribution issues.