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Avnet gets clearer Vision

Avnet gets clearer Vision

Queensland-founded ISV, VisionGateway, has signed a distribution deal with Avnet to promote and distribute its InterScepter internet resource management solution throughout A/NZ.

InterScepter, which assists organisations to manage Internet issues suchas bandwidth usage, systems and employee productivity, will be bundled with the distributor's IBM hardware.

The deal is significant on two fronts, according to Avnet marketing manager, Michael Costigan.

"All our value-adds come from working with business partners and ISVs in particular," he said. "We help them go to market and give them exposure to our channel of resellers, and our resellers can add another string to their bow."

While Internet resource management was a new space for the distributor, the rationale for the signing remained more on building its enabling services partnership (ESP) program, which aided ISVs and application developers design, integrate, market, finance, and sell custom IBM solutions.

"We are actively going out and working with vendors partners like IBM to take Australian ISVs to market quicker and through Avnet, give them both local and international coverage," Costigan said.

The ESP program started in the US where it was observed that ISVs led most infrastructure sales, he said.

"ISVs were having trouble with coverage and getting re-skilled to supply infrastructure, so there was a need to partner them up with organisations that could supply the infrastructure and expedite the sale," he said.

Under the program Avnet offered its Australian resellers incremental revenue opportunities, Costigan said.

"There is the one-off infrastructure sale but then there are upgrades over the lifecycle of the product," he said. "Resellers also gain some margin from the [InterScepter] license sales."

Avnet would continue to ramp up the program over the coming months, looking at opportunities in the retail solutions, manufacturing and government space, Costigan said.

"We have a couple more organisations in the pipeline that we are about to sign," he said. "It's our really big push and it's all about getting value-added services and exposure for ISVs."


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