Avnet's local team has confirmed it will rollout a new program to hook up partners looking for third-party services assistance with other partners.
The US-based Avnet Technology Solutions' new OneTech Connect program aims to bring channel partners together to utilize each other's expertise and expand their services capabilities. Technical and professional services will be split across five categories: implementation, consulting, managed services, integration and support.
Under the proposed program, Avnet will recruit and qualify partners to act as OneTech providers and manage the rules of engagement, contracts and service monitoring. Services will be available at fixed prices. In a statement, Avnet's technology and market solutions vice-president, Jack Morris, said the goal was to provide partners with a way to quickly, and cost-effectively, expand their menu of high-quality services.
Local marketing director, Michael Costigan, said it hoped to launched a similar program in Australia early next year and would look at conducting trials with select partners later this year. The service would eventually be available to all Avnet partners.
"The key thing is to get feedback from partners on what works and what doesn't," he said. "We are a value-added distributor, but we don't want to be an impediment to our business partners' services practice.
"This initiative will be for those who don't have a services arm - we will act as an aggregator and team them up with other partners.
"The trick is not to introduce competitors into a customer account they could potential take away. We will sit down with both sides and go through a service level agreement to make clear who does what." Avnet currently offers an ad-hoc matchmaking services to ISVs looking for infrastructure integrators. The new program would enable it to grow this on a much larger scale, Costigan said.
He agreed there had been an increase in partners working with each other to provide more holistic services to customers. "Demand really started with the ISVs - increasingly they're choosing to concentrate just on selling applications, and looking for partners who specialise in systems integrator to work with on the hardware side," he said.
Avnet would also look at providing an online directory for partners to tout their wares across different categories like industry or geography, Costigan said.