When it comes to IBM hardware is value add distributor Avnet a seasoned specialist. Since half a year Avnet also offers IBM Software Benelux with a specialized team. The combination is required to provide to end customers complete business solutions. With particular attention to CAMSS: Cloud, Analytics, Mobile, Social and Security.
Avnet Country Manager Benelux Marc of Ireland is pleased with the agreement with IBM. “Especially because end customers are not actually interested in hardware. They want to carry out a business strategy and there you have software and hardware needed; plus additional services. “He points out that IBM itself few years ago, the road was used to offering software and services in addition to the infrastructure components. “For IBM hardware is still very important, but you want to be distinctive, it is the value for users in software and services. This also applies to our partners. “
Wealth
The distributor in the Netherlands for fourteen people running for hardware products from IBM, led by Rutger van Zonneveld, IBM sales manager at Avnet. In addition to the existing IBM hardware unit, a new team started for IBM Software. This team of four employees, all of whom specialize in IBM software, IBM Software will be positioned for new business partners. The team will be expanded for the summer with one person. The new IBM Software unit is headed by Edwin van Beuningen.
The marketing, the IBM award winning mesh (Marketing as a Service) program of Avnet, is managed by Veerle van der Linden, Marketing Manager. The trio says that recent months have shown that there is considerable interest among resellers to work with solutions from IBM. “But there are also partners who do not see the value. Moreover, we can now expand our existing partner landscape. For example, with ISVs (Independent Software Vendor) and MSPs (Managed Services Provider). However, many partners do not have a good view of the wealth of software that IBM has in its portfolio. It looks like a well-kept secret. “
Path Solutions program
( potential) partners can indeed count on the usual help offered by Avnet. That equates to the standard extra value that holds the distributor. Consider the financial services. The scale Avnet can often arrange better terms on financing than an individual reseller, Van Zonneveld. “If a project is likely to beaches on something, then we are ready to help a partner.”
Many benefit the partners in the Solutions Path program that Avnet has developed itself continues Veerle van der Linden. “This includes the support in defining growth markets for a partner, develop joint campaigns and transmitting knowledge. The latter is a pre Avnet international direct lines with most A-suppliers. Especially with IBM. The private Academy of Avnet, the new IBM software partners trainen.Uit comparisons have shown that partners who cooperate with Path Solutions Avnet within the program running nearly thirty percent more sales than those who do not choose to participate. “
content
Van der Linden says it all: many people are unaware that IBM has a comprehensive range of software and services. One of the first tasks as Avnet was, therefore, was to hang this fact from the rooftops “That happens through conversations with partners, but also to set up a book on this subject.” A Smarter Planet “. Avnet offers IBM Software and Infrastructure Solutions for Cloud, Analytics, Mobile, Social and Security ‘. These five terms covering precisely what organizations want to use their automation. Companies want to pay only for the software and hardware they use cloud computing; they want the sea of data they use to achieve business goals, this by analyzing the data. They want to give their employees the freedom at any time of the day and give independent of location access the company (Mobile), they want to co-workers, customers and suppliers can maintain contact (Social) and all that is naturally safe to happen. Avnet substantively strong; the team members have studied more than a hundred programs leading IBM. “
Focus
But the focus as first TSM (Tivoli Storage Manager) and MaaS360 for mobile device management says Van Beuningen. “These are two issues that many organizations struggle with it and so that our partners can make a difference. TSM provides an enterprise class, policy-based software system for efficient backup & amp; retrieval, on the borders of their own data center back, so integrated with the cloud service which an organization uses. “
This is also a chance, as he continues to partner management as a service be offered as managed services provider. “In consultation with Avnet will become clear how a retailer’s best customers (and themselves) can serve.”
MaaS360 is software that helps manage all mobile devices, maintain and protect. As workers are more mobile and using social apps increases the need for organizations to manage this smoothly. “The software is integrated with iOS, so this package resellers the opportunity to be of service to Apple users. This creates an opportunity for market expansion. “
Private lab
Although there is focus, a partner can on every IBM product or service knock at Avnet. “In addition, we make good use of our own lab, the Solutions Center in the Belgian town of Tongeren. We can try any combination of IBM hardware and software according to the needs of an end customer. That is extremely valuable, “said Marc Van Ireland. By partnering with IBM Software, in addition to the long-standing relationship with IBM hardware, from Ireland will see new markets emerge. “In the coming year we will welcome about fifty new partners. There are parties that sell all IBM hardware, but also partners who do not do much with IBM products and services. IBM Software Resellers can offer their customers added value and at the same time get healthy margins. The last half year, Avnet with its resellers already some interesting projects done around IBM software and is now completely come out of the starting blocks “
By:. Teus Molenaar
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