Avnet cranks up ISV push

Value-added distributor Avnet Partner Solutions has signed an exclusive agreement to marry up independent software vendors (ISVs) and system integrators with HP.

Under the agreement, Avnet will manage the vendor’s Developer and Solution Partner Program (DSPP) in Australia and recruit these partners to work with HP hardware including the Integrity server, Proliant and StorageWorks platforms.

Avnet would assist with the certification of software packages developed on HP’s infrastructure and over 140 of HP’s DSPP partners would have access to the distributor’s integration centre and Novell authorised training centre in Sydney.

Colin McKenna, vice president and country manager at Avnet Partner Solutions, said the distributor had just over 200 ISVs at the moment on its books and was working to marry them up with HP. It had “serious engagements” with around 30, he said.

Most ISVs did not have a business development capability and couldn’t always negotiate with a hardware supplier, he said.

This was the first time Avnet had taken on the responsibility of ISV recruitment on behalf of a vendor, he added.

McKenna believed no other distributor had this capability. Avnet had also employed a business development manager dedicated to working with ISVs and system integrators.