Avnet Expands Vertical Practice

By Sara Driscoll  |  Print this article Print


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The distributor has expanded its HealthPath practice to include an ISV ecosystem, and has also beefed up its government focus and will launch a GovPath practice in April.

Avnet is expanding its HealthPath practice to include an ISV ecosystem and will then look to replicate this practice into a government-focused vertical.

The distributor is extending its strategy within health care, which already includes a health care university, specific marketing and sales training, and infrastructure technology, to include ISVs.

Avnet will create bundles for solution providers, using its infrastructure technology and the ISV applications, according to Tony Vottima, vice president of vertical market solutions at Avnet Technology Solutions, Americas.

"Bringing in an ISV ecosystem was a logical expansion for HealthPath," he said. "It means VARs now have total solutions to go to market with, from the hardware to the applications."

Vottima said that many ISVs were looking to expand across the 6,000 hospitals in the United States, and needed to scale up with a sales channel to do so. "We don't have a limit to the number of ISVs we want to get on board, and can offer different relationships according to what they want," he said. He said Avnet would focus on the areas of storage, security, mobility, networking, and eventually content and document management.

Four ISVs are already onboard with the program: BridgeHead Software, which provides archiving and backup software; Compressus, which provides the MEDxConnect System helping with connectivity and interoperability; HIPAA Solutions which focuses on compliance; and Sentillio, which offers single sign-on technology.

Vottima said Avnet would ensure interoperability and help VARs to implement the technology at the end user, if they required it. "More and more VARs are getting into the health care sector; last year, partners increased sales into the sector by more than 40 percent," he said.

Avnet launched HealthPath in March 2006 and is now expanding into other verticals.

Vottima said the firm is launching GovPath in early April that it will mirror the HealthPath practice. "We will have specialty training, a university, marketing and ISV applications all focused on the government sector," Vottima said.

He said that although Avnet has a government-focused practice today, GovPath will also include education and training and solutions for federal, local and state government sectors.

Sara Driscoll began her journalism career at 16 years old on her local newspaper, The Watford Observer. Working part time, she covered a range of beats. Leaving to complete her Journalism Degree at Bournemouth University, UK, Sara then went on to graduate and work for Emap. She began as a reporter on APR, Emap's construction title, being promoted to senior reporter with a year.Sara then joined VNU Business Publications as Deputy News Editor on CRN, the weekly trade title for channel players. She covered industry/business news from vendors, distributors and resellers, product announcements, partner announcements as well as market and trend analysis, research and in depth articles to predict up and coming trends in the sector. She was promoted within a year to News Editor, a year later to Deputy Editor and the following year became Editor. Sara remained editor of CRN for three years, launching the magazine on new platforms including CRN TV and eBooks, as well as several magazine and web site redesigns. She was called on for expert industry comment from various publications including appearing on live BBC news programs. Sara joined Ziff Davis Enterprise as Editor of eWeek Channel Insider. She runs the title in all formats – online up to the minute news, newsletters, emails alerts and events. She also manages the brand of Channel Insider in all formats - events, shows, awards, panel debates and roundtables.Sara can be reached at:sara.driscoll@ziffdavisenterprise.com

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