Managing 800-Pound Gorillas
When Avnet added Cisco as a supplier partner, the executives noted, they went to HP and IBM and made sure everyone knew up front what was going on.
"The key wih partners is never surprise 'em," Gallagher said. "The Cisco business is completely separated from our other business units. None of them can reach in and see the others' backlog and the others' VARs. We can't control everything they do but we have business plans with each, commitments to each and continue to grow with each. Distribution is a balancing act."
The cultural fit with Cisco, Gallagher added, "has been a very good relationship" and Cisco has made substantial investments of time and money in Avnet's model.