Quick Clicks: Scenes From Avnet Compass '09

Avnet's been hosting an event for Sun-focused VAR partners for more than a decade, but this was the first year the conference -- which brought about 230 VAR channel executives to Denver in late August -- was rebranded Avnet Compass.







Among keynotes and networking opportunities, the distributor highlighted virtualization, security, storage, networking, unified communications and mobility as its top growth areas.

Avnet Technology Solutions, Americas President Jeff Bawol (middle) and Avnet Technology Solutions, Global President Phil Gallagher (right) take in the opening keynote.

Bawol, a 29-year Avnet veteran, was named ATS, Americas president in May 2008 following five years as head of the distributor's Enterprise Software and Storage Solutions Group. Gallagher, formerly president of Avnet's Electronics Marketing business, replaced former ATS, Global President John Paget in March 2009.

Chris Swahn, vice president of Sun Solutions Sales for Avnet Technology Solutions, Americas, kicks off the conference.

According to attendees, Swahn said it was "time to attack back," meaning he was tired of watching Sun cede so much ground to rivals such as Hewlett-Packard and IBM.

Avnet welcomed Phat Strad -- an all-female, classically trained electric string quartet -- to both kick off and wrap up the show. They're described via their MySpace page as "classic rock mashup ambient electronica," and we're inclined to believe them.

Ed Becker (left), vice president of Professional Services for LCN Technology, and Chuck Scalia, vice president, Customer Support Organization, Avnet Technology Solutions, Americas.

David Hutchinson (left), director of Healthcare Solutions at Avnet Technology Solutions, Americas, and Mike AtLee, national director of Government and Education Solutions at Avnet Technology Solutions, Americas.

AtLee in particular has been leading Avnet's efforts to educate VAR partners on opportunities related to the American Recovery and Reinvestment Act. Avnet's GovPath government practice, which launched in April 2008, added a Government Contract Watch Program that examines ARRA-related opportunities in conjunction with researchers such as FedSources and the Center for Digital Government. AtLee claimed during Compass '09 that VARs who began participating in GovPath last year have averaged 32 percent year-over-year growth in their government practices.

Mike Mattal, director of Avnet's VirtualPath practice, discussed virtualization solutions with VARs at Compass' SolutionsPath Lounge.

In a keynote called "Navigating For Growth," Mike Hurst, Avnet's vice president and general manager, Sun Solutions, urged VARs to know their customers better than ever. That would keep their relationships strong -- and their solutions trusted -- even as vendor consolidation and changing technology delivery models reshape the channel.

Hurst also told VARs to prepare for an eventual pick up in business thanks to "pent-up demand" for IT products and services created by the economic downturn.

Randy Seidl, senior vice president of the North America Region for Sun Microsystems, counseled VARs on new opportunities and affirmed Sun's commitment to the channel, telling attendees that the pending acquisition of Sun by Oracle would help Sun emerge in a better competitive position.

Tony Vottima, vice president of Solutions Marketing and Development for Avnet Technology Solutions, Americas, also was on hand, moderating SolutionsPath panels.

Avnet also used Compass '09 to introduce its new SolutionsPath Playbooks, a series of online sales toolkits designed to help VARs devise solutions -- and get their questions answered -- for particular scenarios and vertical markets.

The end of Compass '09 brought a visit from Sinbad, best known from his stand-up comedy days, appearances on "Star Search" and 90s comedies such as "Houseguest," "First Kid" and "Jingle All The Way," as well as the short-lived FOX series "The Sinbad Show."