MSPAlliance recently had the opportunity to ask Mark Martin, vice president of sales for Avnet Technology Solutions, some questions related to the role of IT distributors in the channel today, how cloud and managed services were evolving, and what the future might hold for our profession.
Who is Avnet?
Avnet Technology Solutions is a global IT solutions distributor. We make it easier and more cost effective for our partners to pursue opportunities in high-growth technology and vertical markets, such as energy, finance, government, healthcare and retail. Our technology experts, strategic alliances, training, resources and services can help MSPs pursue a wider range of opportunities, realize greater margins and reduce business risk while delivering greater value to customers.
How has the role of distributors changed in the last few years?
Cloud services and the “consumerization” of IT are driving seismic shifts in how customers buy and deploy technology solutions — which are also driving landmark opportunities for growth in our industry. As a result, Avnet recently launched Avnet Services. The goal of this new global business model and Avnet’s IBM MSP initiative is to help our MSP and value-added reseller partners successfully capitalize on the immense market opportunity. By leveraging our ecosystem and IT services portfolio in partnership with world-class technology and cloud providers, our MSP partners benefit from expanded capabilities, extended reach and scale, faster time to market, variable cost models, and increased revenue and margins while meeting and exceeding their customers’ expectations.
Some distributors view MSPs as mere resellers. How does Avnet view the MSP and what role do MSPs play in Avnet’s overall channel strategy?
Within Avnet’s partner ecosystem, business models vary across the services spectrum from managed and managed infrastructure services to cloud services to product-centric with or without professional services. Whether you are a services-led MSP or a transformational value-added reseller, Avnet brings a portfolio of integrated and packaged services as well as building blocks including tools, processes, financing vehicles and the technical and sales resources for MSPs to create their own solutions and expand their businesses.
What types of MSPs do you consider to be ideal for partnering with Avnet?
Avnet partners with MSPs on an opportunity basis, as well in helping MSPs who are looking to evolve their business growth strategies and expand their services capabilities. Avnet can help fill portfolio gaps, provide tools and resources more cost-effectively and enable partners to procure any needed infrastructure in a variety of affordable consumption models. Whether it is leveraging Avnet’s expertise in marketing and demand generation, leveraging Avnet’s CapacityNow consumption based financing model, or taking advantage of one or more of Avnet’s CloudReady offering’s – Avnet is ready to help all MSP’s reach new markets and expand their businesses.
With public cloud coming under increased scrutiny for data privacy and security weaknesses, what role does Avnet think private cloud will have for MSPs and their customers?
At Avnet, we offer both on-premise private cloud solutions, as well as dedicated, private off-premise cloud solutions to address those workload needs that a multi-tenant solution will not meet. Avnet can provide solution design expertise that enables our partners to tailor a solution that meets their customers’ exact needs.
Private cloud can have some capital expenses, what is Avnet doing to ensure that private cloud infrastructure is accessible and affordable to MSPs and their customers?
Avnet offers a number of consumption models to make solutions and technologies more cost effective and accessible for our partners and their customers. Some of the options include:
- Procuring assets in the traditional CAPEX model with leasing options
- Consuming compute and storage in an OPEX model that does not require ownership and offers short-term commitments
- Purchase infrastructure in a utility model on a buy-as-you-need basis
- Rental and refurbished data center hardware solutions
We will be at MSPWorld, October 6-8. Join us for cocktails on October 6 and stop by our booth! We look forward to meeting with you and discussing how Avnet can help you grow your business! For more information, please contact Frank Jacobs.