Avnet Technology Solutions Looks to Solution-based Sales for Resellers, Consultants

By Jessica Davis  |  Print this article Print

Avnet Technology Solutions has formed a new organization, Technology Infrastructure Solutions, which combines Avnet's Enterprise Software and Storage business with the Technology and Market Solutions business to better serve resellers, VARs and consultants. Gavin Miller has been appointed to head the new group and plans to leverage a more solutions-oriented approach to helping resellers and consultants build sales.

Avnet's IT distribution arm, Technology Solutions, has promoted Gavin Miller, a former solution provider, as vice president and general manager of the company's new organization, Technology Infrastructure Solutions.

The newly formed organization combines Avnet's Enterprise Software and Storage business with the Technology and Market Solutions business. In his new role, Miller reports to Jeff Bawol who was appointed as president of Avnet Technology Solutions, Americas, in May.

Miller plans to leverage a more solutions-oriented approach to sales in his new role where he is responsible for sales and marketing of software, hardware and services from a broad array of suppliers including those with solutions for storage, data management, networking, security, enterprise mobility and unified communications.

Miller joined Avnet in 2004 as general manager for Avnet Technology Solutions Canada where he delivered double-digit sales growth, according to Avnet, well ahead of the sales growth in the market.

Miller is looking to repeat that performance in his new role.

"We were very siloed in Canada when I took over the group," Miller said. "If you did HP you came and thought about HP."  Miller initiated a more solutions-based approach and started doing joint planning sessions with the client base.

"We had more lines migrate over to us and we had existing customers take on more lines," he said.

Miller also spent a good portion of his career at solution providers MITI Information Technology and xwave, which merged in 2000. While at these companies he rose from an account executive to general manager of market and business development.

Jessica Davis covers the channel for eWeek and Channel Insider. Her technology journalism career began well before anyone heard of the World Wide Web and has included stints at Infoworld, Electronic News/EDN, and the Philadelphia Business Journal. Her work has also appeared on CNN and Forbes.com. She has covered hardware, software and networking, as well as the business side of technology. She has won several journalism awards, including a national ASBPE award for best staff-written column, and was named Marketing Computers hardest working tech journalist on their inaugural list of top tech journalists. Jessica can be reached at jessica.davis@ziffdavisenterprise.com

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