Story image

IBM & Avnet talk tech distie transformation and how they plan to win it

20 Jan 2017

IBM and Avnet are planning to drive transformation in the tech distribution industry and they’ve got clear strategies to achieve it, the two global chiefs revealed on a recent trip to Singapore.

Mark Martin, vice president, IBM Solutions, Global for Avnet Technology Solutions and John Guido, vice president, Global IBM Managing Director with responsibility for Avnet, discussed customer priorities, as well as how vendors and distributors can make use of these insights.

“On a strategic front, we work together saying, where are the best practices from each of the regions that we can replicate and grow our business together, and where are the real hotspots? As an example, in our cloud initiatives, rolling out Avnet’s cloud marketplace. Deploying IBM’s products in those marketplaces and getting those in all those regions,” says

The companies are looking to bring their partners into the foreground this year.

“What we need is to ensure that we’re enabling our partners to really be able to position those in the marketplace. Everybody wants simplification, ease of doing business, a level of competitiveness so that everyone is making money,” Martin says.

“When it comes to making a company more competitive, things around our analytics practices; and our investments around helping customers better understand their data and building on our partners’ skills to help them do that are really critical to long-term success,” adds Guido.

Partnerships have been one of the core focuses of both IBM and Avnet strategies, and Guido says business partners should be the premier in their regions.

“Avnet is only as strong as its business partners. So how do we create our partners to be skilled in various segments that are hopefully high-growth segments and really position them as the premier in the eyes of IBM?” Guido asks.

“We’re looking for Avnet to transform partners; those that are willing to transform into our growth areas. As an example of the software side, really positioning the partners for what end users want: alternative business models,” Martin says.

Guido says that the major transformational area is cloud. Avnet is focusing on Infrastructure-as-a-Service and Software-as-a-Service for its partners, as well as new partner recruitment in these areas.

Avnet will also be focusing on flawless transactional execution to both business partners and IBM; leveraging Avnet’s new solution specialist approach through business units; and accelerating time to value in transformational areas.

Zoom’s new Rooms and Meetings features
Zoom has released information about the upcoming releases for its Rooms and Meeting offerings for 2019.
Aussie company set to democratise direct-to-orbit IoT access
Adelaide-based Myriota has released a developer toolkit that has been trialled and tested by a smart waste management platform.
Apple's AirPods now come with 'Hey Siri' functionality
The new AirPods come with a standard case or a Wireless Charging Case that holds additional charges for more than 24 hours of listening time.
Dynatrace takes pole position in APM Magic Quadrant
It placed highest on Ability to Execute and furthest on Completeness of Vision in the 2019 Quadrant for Application Performance Monitoring (APM).
HCL and Xerox expand strategic partnership
Under the terms of the agreement, HCL will manage portions of Xerox’s shared services, including global administrative and support functions.
Avaya expands integration with Google Cloud AI
This includes embedding Google’s machine learning within conversation services for the contact centre, enabling integration of AI capabilities.
Forrester names Crowdstrike leader in incident response
The report provides an in-depth evaluation of the top 15 IR service providers across 11 criteria.
Poly appoints new A/NZ managing director, Andy Hurt
“We’re excited to be bringing together two established pioneers in audio and video technology to be moving forward and one business – Poly."