Avnet Solutions Playbook Helps VARs Quickly Solve Customer Problems

Electronics and IT distributor Avnet says its Avnet Technology Solutions group is introducing a series of SolutionsPath online Playbooks designed to help North American resellers save time solving specific customer challenges.

Avnet says it will initially offer about 75 playbooks that focus on specific technology areas such as virtualization, security and storage and others that focus on vertical markets such as the government and healthcare.

“Avnet has invested in development resources to educate our partners on how to sell solutions, and the SolutionsPath Playbooks are the next evolution in our enablement programs,” says Colin Blair, director of solutions development for Avnet Technology Solutions, Americas, in a prepared statement. “They focus on driving demand creation and assisting our partners in determining which technology-based solutions their customers require to overcome their business and IT challenges — all from a view that spans multiple suppliers and services to best meet customer needs.”

The playbooks provides details on the architecture needed for specific solutions and step-by-step online demonstrations of select technologies used in solutions.

Avnet says “the plays” fall into two categories – solutions plays that are supplier-agnostic and offer an overview that illustrates what to sell for each market opportunity. It also includes the customer’s pain points, drivers and an outline of the most effective technologies for solving the customer’s problems. Supplier plays go deeper into the technology solution offering instructions, tools and resources for a better understanding of each supplier offering and how to position it.