Avnet To Offer Bundled IBM Software Solutions
The Think Solutions initiative will create 14 IBM software-based solutions bundled with IBM hardware, and Avnet will provide marketing, sales and services resources to partners. So far Avnet has launched four solutions under the initiative in the areas of information management, portals, process integration and storage management. Additional bundles will be unveiled throughout the year, including solutions for business intelligence, collaboration and security.
"We have narrowed down 3,500 offerings into 14 product offerings we feel are the sweet spot in the market," said Tony Madden, senior vice president and general manager of the Tempe, Ariz.-based distributor's IBM business unit.
"Software is the cornerstone of any solution, so as a consequence when you start getting into the IBM software business -- as we made a conscientious decision to do a couple of years ago -- you learn very quickly that it's a complex world," said Madden.
Avnet will work with partners to sell the software-centric solutions from identifying sales opportunities through product installation. "[With each solution] we will develop the tools and technology to take a VAR from A-to-Z in getting themselves more in bed with IBM software," said Madden.
Avnet will offer assessment services, marketing collateral, demo web sites, education and training programs, sales tools, financing and consulting services to its partners under Think Solutions. It has about 400 partners currently selling IBM software, about 100 of which are software-only resellers, said Madden.
The distributor is hoping the initiative helps it reach out to a new customer base.
"I fully expect to attract a new reseller to the IBM software community," said Madden. "While we will absolutely approach our current customer base, on the other hand I think it's important to note that Avnet is really focused as well on developing a new customer set " regional system integrators " a lot of people you wouldn't normally associate with being an IBM VAR that we think are going to benefit from this as well."
Gregory Harris, president and CEO of zCore Business Solutions, a Round Rock, Texas-based solution provider, said he thinks the initiative will be a boon to resellers.
"I think it's going to help us provide better services to the customer and I think Avnet has done a great job being very innovative. Their solutions are providing a great service to their customers," he said.
The bundles will enable faster turnaround times when pitching and implementing solutions to his customers, Harris said. And the technology areas Avent has chosen are ones he hopes to take advantage of. "zCore has really been focusing a lot on the portal and forms technologies so I think that's going to be really big for us," he said.