Avnet Programs and Resources Position Oracle Solution Providers for Success
At its 2010 Partner Summit, Avnet Technology Solutions, the solutions distribution leader and an operating group of Avnet, Inc. shared details on two ongoing programs that enable solution providers to excel in the Oracle channel. Avnet’s “Under Our Wing” and “Value Master” programs assist solution providers in creating actionable plans and offer roadmaps to achieve specialization and increase their solutions-selling expertise. To complement these programs, Avnet also introduced a white paper on the current Oracle channel landscape authored by industry analyst firm IDC that provides market insights and analysis and focuses on the value partners can bring to their customers.
“Avnet and Oracle are committed to ensuring our partners’ continued success in the channel, especially during times of change,” said Mike Hurst, vice president and global supplier business executive focused on Avnet Technology Solutions’ Oracle relationship worldwide. “The white paper will help our solution providers understand how they can continually increase the value they bring to their customers and the Oracle channel. Oracle partners will then be able to leverage Avnet’s programs to quickly capitalize on new revenue-generating opportunities made possible through our proven SolutionsPath® methodology.”
The white paper, “Avnet: Putting the ‘V’ in Oracle’s ‘Value’-Added Resellers1,” guides solution providers on how to increase their value in the channel through delivering solutions and services. It provides insights on how Avnet and Oracle can enable, empower and position solution providers’ businesses to capitalize on Oracle’s customer base, as well as the legacy Sun installed base. The paper also discusses the relationship between Avnet and Oracle, including how Avnet’s core competencies as an IT solutions distributor complement the full-stack technology offerings of Oracle.
To turn the concepts discussed in the white paper into actionable business plans tailored to meet their business goals, solution providers can also leverage two key Avnet programs:
Under Our Wing: An Avnet-exclusive program that guides partners through the Oracle Partner Network specialization process with a wide range of tools, training, dedicated personnel and other resources. Participants receive a comprehensive handbook and the assistance of a dedicated Avnet Support Squad member to help them through each phase of Oracle specialization training and testing. After completing each specialization, solution providers can also access Avnet’s unique package of demand creation tools and resources designed to generate leads in their newly acquired specialization areas.
Value Master: A program designed to educate legacy Sun solution providers and enable them to hone their business model to increase their value to customers and the Oracle channel. Solution providers work closely with Avnet’s expert team, which leverages a SWOT analysis, IDC consultation and territory planning session with Oracle channel managers to accelerate the joint planning process. These plans detail actionable steps partners can take to achieve market specialization and the resources Avnet and Oracle have available to assist partners in achieving their long-term goals.
"Enkitec is a consulting firm that develops software solutions for our clients. It makes good business sense for us to add product offerings that round out those solutions," said Enkitec's co-founder and president, Wade Nicolas. “Avnet continues to develop innovative training and resources to help us meet the changing needs of the market. With the ‘Under Our Wing’ program, they provide one-on-one service and support that we can’t get anywhere else. As a result, we’re able to gain momentum over our competition, increase our specialization and solutions-selling opportunities, and add value for Oracle’s end customers.”
