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automatic
point of
data capture
sale
don’t want to be dealing with multiple
VARs coming on site, and one person VIEW
dealing with wireless, one the networking
and another the infrastructure.
Solutions are becoming more complex,
INTER
and end customers are looking for
fewer suppliers to create the whole
solution. In response to this, we are
seeing a move from the traditional
HP or IBM VARs now looking to
become expert in the wireless field,
as an example. Our ability to provide
end to end solutions makes us an
enabler, supporting our channel
partners during this transition in their
business models to become solution
providers. In terms of service and
support, this will allow the end
customer can have one ‘go to’ point;
one company it can hold responsible
for the complete system.”
Rayat also pointed out that, as part
of this new complete solutions
methodology, Avnet has created
dedicated teams that are specialists
Exclusive wireless
partners? “It is interesting to look at
in their field. “We still maintain sales
how the VAR market has evolved in
programme
and support teams for IBM, HP, Sun,
recent time,” commented Rayat. “There
wireless and mobility, security and
Another key announcement has been was the VAR who was a specialist in
so on. However, what these teams
Motorola and Avnet’s recent decision HP and accredited by HP, or an IBM
are now doing is collaborating with
to jointly develop the wireless market. VAR accredited by IBM. You would
each other to enable the channel
“In order to support this programme have a wireless mobility VAR that may
partner to come up with the best
with Motorola we are dedicating our only have been an expert on Symbol
end to end solution.”
resources to target the channel and so on. What we are now starting
partners that are maybe using wireless to see is more and more end users
products but not necessarily looking for end-to-end solutions. They
Global financing
completing the system, which is
In terms of offering as comprehensive
based on, say, Motorola wireless
a service as possible to its channel
products,” Rayat pointed out. He
partners, financing is also high on
added that Avnet is looking to provide
Avnet’s agenda. “IBM Global Financing
a complete end-to-end solution for
is one option that we provide, as is
VARs. “We are equipped with all the
Avnet Financial Services; a financial
expertise within our company, so
package that we are currently building
VARs, solution providers and systems
– and our partners will hear more about
integrators don’t need to go to a
this in the very near future, as indeed
number of distributors to buy the
they will about other developments as
different technologies to make a full
we continue to move Avnet forward
solution” he said.
as a global total solutions provider,”
concluded Rayat. ●
Total end to end solution
advantage “We are equipped with all the expertise within
our company, so VARs, solution providers
So how will Avnet's ability to provide
and systems integrators don’t need to go to a
end-to-end solutions from the server
number of distributors to buy the different
technologies to make a full solution.”
to the office to the warehouse and out
into the mobility field help its channel
www.itrportal.com
IT RESELLER – SEPTEMBER 2007 13
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