Accolades recognises the winners at this year's ARN IT Industry Awards - the best of the best. The distributor category was this year judged on a wide range of criteria, including credit, logistics, marketing and services initiatives, across hardware, software and solutions. This year’s best distributor initiative award went to a company that set up a tool to directly assist the resellers in their marketing initiatives.
What makes a good distribution company remain at the top of its game comes down to its services and people.
This is what Avnet Technology Solutions’ general manager of distribution, Greg Newham, will continue to focus on to reclaim the Hardware Distributor of the Year award next year.
“The support that we have in our hardware team is pretty significant and they add a lot of value to resellers,” Newham said. “Plus the integration services that we offer can help partners integrate the boxes before they go out and partners find a benefit hugely in the facilities that we offer there.”
It has in excess of 20 staff that form part of its technical support and product specialist teams, each supporting vendors that it deals with such as HP, IBM, Oracle and Juniper.
“Winning the award is great recognition for staff and acknowledges the work they do. It’s very important to get that sort of recognition,” Newham said.
To reclaim the Hardware Distributor of the Year crown next year, Newham said it will continue to remain well resourced and keep its service levels high.
It has been a busy year for Avnet with integrating its acquisition of itX into the fold. This has created a balance for the distributor in terms of hardware and software offerings.
“Everyone’s stretched and we’ve recognised that partners are leaning on us more and more to help them with implementation and integration. Our plans are to add more facilities and services to our partners and we’ll be expanding our offerings on the integration and services they can use for their customers,” he said.
“We’re offering more facilities for them to on-sell from a services perspective on hardware.”
Newham said it would also be doubling down on the services it offers to partners particularly within annuity and increasing the number of licensing specialists.
“We’ll be growing the annuity team to help partners gain a better advantage and we’re continuing to focus on growing and developing that part of the business,” Newham said.