Avnet is considering boosting its local HP partner support following the launch of a new training initiative by its parent company in the US.
The local initiative would see the distributor take training to individual reseller organisations and regional areas in an effort to raise the overall level of certification in its channel.
Rolling out the program in Australia would help the company justify its claim to being a value-added distributor, national marketing manager, Michael Costigan, said.
"Certification helps the channel form closer relationships with end-users as they are backed, skilled and know what they're talking about," he said. "It also helps stop drive-bys from players who pick-off opportunities without having invested in their skills."
Costigan said having to take certification to resellers was more about a lack of time, than interest, on the behalf of partners.
"Many resellers organisations have less than 10 staff," he said. "If you have a few people away getting certifications, it's a major strain on the business." Raising channel skill levels would in turn boost the growth of the HP business unit Avnet created 18 months ago, Costigan said.
"Our IBM business is relatively mature, where HP is still in its genesis," he said. "Increasing certification is one way of helping us grow it faster."
The business unit had experienced 45 per cent growth in its first year and was forecast to grow by about 20 per cent this year. Avnet was also increasing support on the software side of its business with the recent appointment of an HP ISV partner manager, Costigan said.
"Applications are absolutely where the value is so we are looking at recruiting more partners in areas like ERP, CRM and manufacturing," he said. Avnet would look to launch the certification initiative towards the end of the year.