Avnet arms partners for Dell battle
Distributor claims its Embedded Solution Integration programme will give its partners the edge over rivals
Avnet is arming its system integrators and OEMs with a weapon to do battle with Dell, the distributor claimed last week.
Avnet is launching its Embedded Solution Integration programme, where it will tailor IBM hardware to integrators’ specs and help them to wrap services and applications into the solution.
Suyk Rayat, vice-president at Avnet Technology Solutions (ATS) told CRN: “System integrators are building white box products and facing a massive battle against the brands, especially Dell. But the world wants more than just a white box now; customers want an end-to-end solution including the applications. The value that an integrator adds is not in putting the white box together, it is in putting an entire solution together.
“With the power that is now in many of the components, there is no need for integrators and OEMs to build a white box; we will use IBM hardware and tailor it to how the integrator wants it. We are targeting Dell’s Achilles heel – it cannot offer this type of tailored solutions and services package.”
Sam Kazerounian, director at Compusys, said his firm has welcomed the scheme.
“Our customers like to have the choice of both branded and white boxes, so this means we can offer both,” he said. “We can use this offering to target other tier one brands. The price point will be crucial; if we can get this right, it will make the entire package very attractive.”
Rayat said the price will be ‘competitive’. He added that the move is part of Avnet’s aim to bring two of its business units closer together; its components unit, ATS and its IBM unit Avnet Partner Solutions.
“The market is demanding that distributors offer more solutions; end-users want end-to-end technology, so system integrators are changing their business models,” said Rayat. “We are building more solutions-based offerings around our core competencies, such as servers and then looking to expand this further.”