Avnet Introduces Professional and Managed ServicesBy Jessica Davis | Print
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Avnet Technology Solutions says SolutionsPath services will enable VARs to resell Avnet-provided professional services and managed services without having to first make their own investment in creating those practices. That means VARs can gain the higher margins that come with the services business, but without the initial deep commitment.
Technology distributor Avnet is pulling together its expertise in a number
of solution areas—including security, networking, storage and virtualization—and
creating SolutionsPath Services, a portfolio of professional and managed
services that VARs can resell.
The services practice is designed to help channel partners get in on the more profitable services business.
"If you look at market and opportunity, the services market is $392 billion," Tony Vottima, vice president of Solutions Marketing and Development for Avnet Technology Solutions, Americas, told Channel Insider. "With hardware margins continuing to come down, our ability to help partners and Avnet change its mix is crucial. We want to get partners involved in more complex and higher margin opportunities to help reinforce the strength of the channel."
The new services arm leverages Avnet’s SolutionsPath methodology launched three years ago. Today Avnet’s SolutionsPath includes the following practices: NetworkPath, SecurePath, StoragePath, VirtualPath, GovPath and HealthPath.
"We introduced these to help partners meet opportunities in each of those areas," said Vottima. "We help them do implementation and then manage it for them."
Partners can either white label the service or leverage the Avnet name to gain a foothold at customer organizations. Avnet’s professional services are provided by a combination of Avnet employees and large strategic partners that don’t compete with the reseller base, according to Vottima.
Services offered include the following:
- Assessment services
- Design services—including ROI and TCO analysis
- Implementation services
- Managed services
"Many resellers are looking to get into new high growth areas but don’t have the investments yet," Vottima said. "This will get the reseller involved in front of the opportunity by positioning services early in opportunity and help drive the higher growth and profits."