EXCLUSIVE: Avnet fine-tunes local services strategy
- 03 May, 2013 14:40
As part of Avnet Technology Solutions’ global launch of Avnet Services, the Australian arm of the IT solutions distributor is gearing up to release new services around software, lifecycle and education in the next 18 months.
Locally, the company is heavily focused on deploying unique Software-as-a-Service (SaaS) type solutions – a hot area of play in the Australian market, Avnet general manager of services, Adam Chicktong, said.
Several new Cloud service offerings are slated for launch in the next two months, he said, indicating there are “pockets of expertise in the Cloud space in Australia”, compared to other regions around the globe.
“For us, locally, we will be able to bring new forms of revenue and higher gross profit for channel partners,” he said. “Where the channel gets concerned is when a distributor specialises in services that compete with existing channel partners; but our services are working with channel partners. We are offering complementary and new services to resellers.”
Chicktong said the global launch of Avnet Services is timely given momentum is building in Cloud computing (particularly SaaS, Infrastructure-as-a-service (IaaS) and Platform-as-a-Service (PaaS) – a key reason why Avnet Cloud Services was hatched locally back in August 2012. Avnet Cloud Services will operate under the global Avnet Services, as part of the Software Services component, and will include infrastructure and application management; business, commerce and analytics; and cloud enablement.
The other two areas of focus under Avnet Services include Lifecycle Services and Education Services. Lifecycle Services includes integration, installation and implementation; call centre; field/depot repair; spare parts logistics; and end-of-life options such as responsible recycling. Education Services includes vendor-accredited training; multilingual, mixed modality education; and a scalable training infrastructure.
While the specific roadmap of services to be rolled out in Australia is yet to be finalised, Chicktong said the next big step locally is to beef up on channel enablement. “A big part of it is the enablement process,” he said. “No matter how good the services are, if the channel can’t monetise it, then it doesn’t matter. Training and marketing are essential, and the enablement piece is needed in order to help the channel deliver new services.”
Chicktong said the company is also looking to take advantage of services and software operations of recent global acquisitions including Ascendant Technology, BrightStar Partners, Canvas Systems, Genilogix, Mattelli, Pepperweed Consulting, and TSSLink.
“We’re still in the planning stages here. But we have started in Australia and New Zealand with bringing certain skill sets where we have seen a specific need. We haven’t launched as a standalone service, but we are leveraging a few of the technologies from the acquisitions.”