Avnet leads partners down SolutionPath

Distributor unveils three-pronged methodology plan for its latest business approach

Avnet has taken the wraps off its SolutionPath methodology as it eyes partner growth through the strategy.

The distribution giant has launched four technology practices that use the SolutionsPath methodology: storage and data management; datacentre optimisation and virtualisation; unified communications, collaboration and mobility; and cloud computing.

Each practice can offer resellers dedicated resources with the market knowledge required to deliver the training and expertise needed to create solutions.

Avnet’s methodology is based on three principles: envision (the analysis of market trends), enable (building on a partner’s skill set to help it grow business), and execute (putting everything into action to drive sales).

Wayne Gratton, SolutionsPath business development director at Avnet Technology Solutions EMEA, said: “Customers are looking for partners that can provide more than just technical expertise. To compete in today’s marketplace, partners need to understand business challenges and how to create complete solutions to meet their customers’ business objectives.

“We designed our Solutions Path methodology to help business partners quickly and successfully develop specialisation and take advantage of rapidly expanding markets. Our vendor partners are very supportive of this programme, as it enables us to promote the best technology through our solutions to selected focused partners.”

Gratton added that SolutionPath partners will be even better armed to lead business conversations and persuade customers to invest in new technologies.

He claimed: “Avnet has removed the barriers to entry in emerging, high-growth markets by investing in resources to make certain it has the knowledge and skills in place to enable vendors and business partners to maximise every opportunity.

“At the same time, Avnet recognises the need to remain the best in terms of credit, logistics, technical support and marketing. With the SolutionsPath methodology we have the perfect combination.”