CRN Hall of Fame: Roy Vallee, chairman and CEO at Avnet

but if I had to point to one thing that makes us different, I’d have to say our people.

CRN: How can Avnet do a better job of being a partner to the channel
over your competitors such as Ingram Micro?
Vallee: We need to continue to listen to what our customers and suppliers are telling us, and then respond. As a value-added distributor, we’re very focused on resellers serving enterprise customers and the solutions that help businesses be more successful. That gives us a leg up in understanding where the industry is going and how we can add value. We focus primarily on high-end servers and solutions, and because we’re not trying to represent every technology possible, the ones we do represent, we understand very well and therefore we can help the channel understand the opportunities as they emerge.

CRN: Avnet has a much larger presence in the US, what is planned for Avnet in Australia?
Vallee: Avnet has had a footprint in Australia for almost 10 years now; we started life as a systems integrator and then we transformed this business into today’s value-added distribution business. With the start of value distribution we have steadily grown our line card organically by working with vendors in the server, storage, software and networking arenas. Further extension of our line card is planned, so that the Australian operation fully reflects the global nature of the Avnet model.

We have also had a management change within the Australian operation. After many years of loyal service, Colin McKenna retired in December 2006. In 2007, Gavin Lawless assumed the role of General Manager Australia, and he continues to drive value to our business and vendor partners so that they can connect with more businesses via the Australian channel.

CRN: Last year KP Tang told CRN Australia that the company had grown by 50 percent year on year to reach 500 business partners in the Australian region. Has this grown?
Vallee: The Australian operation has reflected the growth that we as a company have seen across the globe. More importantly, the Australian team has continued to expand our line card, and this is evident in the fact that we have brought on four new vendors in the past 12 months. With the addition of new vendors, we have also seen the number of business partners grow, and today Avnet has more than 700 organisations that look to us to add value to them on a continual basis.

CRN: Tang also told us that Avnet re-branded the business divisions and became known as Avnet Technology Solutions Australia. What was the reason behind the re-branding? Has it helped to advance the company in this region?
Vallee: Globally we are going to market as two operating groups — Avnet Electronics Marketing and Avnet Technology Solutions, and this was a decision that we made last year. Al Maag, our chief communications officer, during his annual global marketing council gave Michael Costigan (Australian marketing director) the green light to roll out the ATS branding in Australia. Working with KP Tang, Michael and the Australian marketing team have performed a great job in re-branding the Australian business; central to the re-branding was the adoption of a new tag line ‘Vital Connections for Business.’ The new tag line refers to all of the value-add services, solution elements and partnerships that Avnet makes available to partners and customers.

CRN: How are you growing Avnet in the Asia Pacific Region?
Vallee: With KP Tang joining Avnet as president of Avnet Technology Solutions Asia, we now have a seasoned professional who is committed to the strategic direction and growth of Avnet’s computing business in the Asian region. Under KP’s leadership we have already acquired a new business in Singapore and Malaysia and a new integration centre in mainland China. Every region has its own set of distinct local cultural aspects, and with KP leading the Asian team, we have ensured that we remain sensitive to the opportunities of growing our global footprint in the Asia Pacific region.

crn fame hall of roy strategy vallee