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Avnet hopes to attract companies new to cloud as well as "cloud-only" partners that have never had a traditional product-sourcing relationship with a distributor.
"At the end of the day, what we're seeing is the most successful companies in this space are those that are strategically committed to cloud. They have a burning desire to move the business to deliver cloud in the off-premises space. That's not everybody," FitzGerald said. "This transformative impact is not going to be for everybody. As we look into the VAR community, we think there are some existing partners to see opportunities and we help them pursue the opportunity, but we also realize there will be some folks outside our family that will see our differentiation. The same is true of MSPs and ISVs that are looking for this level of strategic focus."