Avnet: Partners Need to Go Cutting Edge

By Sharon Linsenbach  |  Posted 2007-12-03 Print this article Print

Avnet tells its partners to "go where the money is" in emerging technologies and verticals.

Avnet is encouraging channel partners to take chances on cutting-edge technologies and emerging markets before these markets become overrun by direct-business models. At Avnet's Hewlett-Packard partner summit Nov. 28, the company's president of global services, John Paget, told partners in his keynote speech that instead of "building business around the 5 percent of what is being spent, focus on the 95 percent that's going to be spent," and begin building businesses around longer-term goals, business models and technology. The channel, he said, is the driver of leading-edge technology, and there's money and innovation just waiting to be taken advantage of.

If the channel doesn't get there first, Paget said, direct sales will. "If we're not ahead of that market, it'll end up being a direct market. And no one here gets paid in a direct market," he said.

Pointer Click here to read about Avnet's recent acquisitions.

However, most of Avnet's partners are SMBs (small and midsize businesses) with limited budgets, and it can be difficult for them to make the necessary investments in new technology without help, Paget said. Avnet's role is to help its SMB partners break into new technology markets, he said, including vertical markets such as health care and government.

Read the full story on The Channel Insider: Avnet: Partners Need to Go Cutting Edge

Sharon Linsenbach Sharon Linsenbach is a staff writer for eWEEK and eWEEK Channel Insider. Prior to joining Ziff Davis, Sharon was Assistant Managing Editor for CRN, a weekly magazine for PC and technology resellers. Before joining CRN, Sharon was an Acquisitions Editor for The Coriolis Group and later, Editorial Director with Paraglyph Press, both in Scottsdale, AZ. She holds a BA in English from Drew University and lives in the Philadelphia suburbs with her significant other and two neurotic cats. When she's not reading or writing about technology, Sharon enjoys yoga, knitting, traveling and live music. Sharon can be reached at Sharon.Linsenbach@ziffdavisenterprise.com.

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