New unit to drive Avnet solution stacks

New unit to drive Avnet solution stacks

Avnet Partner Solutions has launched a new business unit to manage its growing solution stack business.

The distributor's managing director, Colin McKenna, provided details of its new Avnet Ready business unit to resellers at its annual conference in Sydney last week.

"It will offer entry-level solution stacks to our resellers. That could be simple preconfigured systems with basic Linux installed, for example," he said.

A big plus for partners would be that it left plenty of scope for them to add services on top, McKenna said.

Existing staff have been redeployed into the Sydney-based unit, which is headed up by Adrian Chu. The reshuffle has left Avnet looking to fill several business development roles in its main operations.

Avnet has added Oracle and Novell to its vendor line-up during the past six months but had no intention of becoming broad-based. However, maintaining 20 per cent year-on-year growth would mean continually looking for new technology opportunities, McKenna said.

"Our value-add model precludes us going broad-based like an Ingram," he said. "But, for instance, we are reviewing how utility computing will be delivered to the channel."

Sales support would also be beefed up in line with its global operations, McKenna said, by introducing an e-commerce Web portal in September. This would allow 24x7 order-taking and tracking for the channel.

It would also continue to offer major credit facilities to resellers in order to drive sales. "In large projects with minimal payment terms, we have been known to allow small resellers to run up to $2.5 million credit," he said.

The theme of this year's Avnet conference was collaboration between partners.

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