Avnet supports Partner First channel strategy from Hitachi Data Systems

As sole distribution partner for Hitachi Data Systems in the UK, Avnet plays a pivotal role supporting business partners delivering enterprise storage, virtualization, management and data protection solutions to end user customers. An important element of the Partner First strategy involves enabling the channel to deliver solutions, in particular those including complementary technology from suppliers such as Brocade, Cisco, CommVault, Microsoft, Oracle, SAP, Symantec and VMware. Avnet’s strong alliance partnerships with leading IT suppliers, along with its tried and tested enablement methodologies, underpin the new Hitachi Data Systems approach to the channel.

Lynn Collier, chief operating officer, Hitachi Data Systems, UK and Ireland, said, “The channel is at the centre of our plans for the future, and we have a five-point plan to put business partners first. Strategies include: account segmentation; service segmentation; a revised rebate programme based on specialisation; greater alignment with Hitachi Data Systems sales; and, with help from Avnet, more awareness of new marketing and sales enablement programmes. These five pillars will be closely supported by the Avnet team implementing its SolutionsPath™ methodology to deliver on growth plans jointly developed with business partners.”

Avnet SolutionsPath™ is designed to help business partners grow their business by following a sequential five-step methodology:
1. Business analysis to assess sales data, identify opportunities and build propositions for target markets
2. Strategic planning
3. Training and enablement of sales and pre-sales teams
4. Demand creation
5. Inclusion of Avnet’s services to augment the partner’s capabilities

This approach mirrors the Hitachi Data Systems objective of delivering solutions rather than products.

Miriam Murphy, senior vice president, North region, Avnet Technology Solutions, EMEA, concluded, “There is a highly complementary nature to the strategic imperatives of Hitachi Data Systems and Avnet. Both organisations recognise the importance of enabling the channel and driving growth through the delivery of solutions that address end-user business challenges. With our highly skilled subject matter experts, existing supplier alliances and SolutionsPath™ methodology, Avnet is perfectly positioned to support Partner First and help Hitachi Data Systems drive more business through the channel.”