Avnet Launches Oracle Exadata, Mobile Data Center Sales Tools

By Jennifer Lawinski  |  Print this article Print

At the Oracle Open World conference in San Francisco, distributor Avnet launched new sales tools for partners selling the Oracle Exadata Database Machine and other Oracle data center hardware and software.

Avnet Technology Solutions launched new sales tools and training materials for solution provider partners selling Oracle’s Exadata Database Machine and other Oracle hardware and software data center solutions at Oracle’s Open World conference in San Francisco on Monday.

First, Avnet announced expansions to its "Under Our Wing" program, designed to give VARs the tools they need to obtain Oracle PartnerNetwork Specialization for the Oracle Exadata Database Machine. Avnet also launched a new mobile-enabled sales kit for Oracle hardware and software data center solutions.

The "Under Our Wing" program helps solution providers demonstrate to customers the benefits of incorporating Oracle Exadata in their data centers, both in-person and virtually, and also provides a training curriculum for OPN Specialization tests.

"Avnet’s 'Under our Wing’ program has been very successful in helping our Oracle partners obtain their OPN Specialization, and we are enhancing the program to build on these achievements and take our partners’ skill sets to an even higher level," Chris Swahn, vice president and general manager for Avnet Technology Solutions, Americas’ Oracle Solutions group, said in a statement.

"For example, Oracle Exadata Database Machine is a powerful data center offering, and we wanted to provide our partners with a cost-effective way to demonstrate its compelling benefits to prospects. Now, our Oracle partners can reduce their upfront Specialization investment costs by leveraging Avnet’s centrally available and customizable Oracle Exadata demos, while still meeting the system qualifications needed to achieve and maintain Oracle Center of Excellence status."

VARs will be able to use Avnet’s Global Solutions Center in Chandler, Ariz., to demonstrate Exadata solutions to potential customers. It can also be accessed remotely through the Avnet Demo Center portal.

"We were pleased to work closely with Avnet in expanding their 'Under Our Wing’ program," Ted Bereswill, senior vice president, North America Alliances and Channels, Oracle, said in a statement. "Oracle Exadata is an extraordinary data center solution with unlimited potential. Working with the Avnet program, we can help minimize the up-front financial investment for our partners while still cultivating the complex sales and technical expertise partners need to bring this solution to market."

Oracle launched the Exadata Database Machine at its Open World event in 2008. It was designed to take on other enterprise data warehouse products from companies like IBM, Netezza and Terradata.

Avnet’s mobile-enabled sales toolkit is designed to help sales teams demonstrate and close sales on Oracle solutions, and can be accessed from any mobile device.

"Today’s technology sales teams are road warriors and regularly conduct business while at airports, customer sites, conferences and a wide-variety of other locations outside of their offices," Swahn said in a statement

"We wanted to provide them with valuable information as we always have, but in a format that was easier to access for sales teams on the go. Avnet’s new mobile-enabled toolkit is a natural sales companion that provides complete data center solutions information and helps our customers conduct business easily from any location. By creating this mobile-enabled toolkit, partners can access Avnet and Oracle expertise wherever and whenever they need it in a way that is both highly informative and portable."

The toolkit features access to customer role profiles, feature and benefit specs on Oracle products, and an Avnet and Oracle glossary.  

"Mobile devices have become a way of life for our sales team as they conduct daily business and prepare for sales calls," Rob Wetterer, director of Enterprise Architecture for Cincinnati Bell Technology Solutions (CBTS), an Avnet partner, said in a statement. "With this new toolkit from Avnet, our sales team can quickly brush up on the solutions offered and hone their solutions-selling abilities, so they are better armed when they walk in a customer’s door or pick up the phone for a sales opportunity. We know this toolkit will help our sales team competitively differentiate themselves and close deals faster because they will approach every opportunity better informed and well prepared to meet customers’ business needs."