HP offerings boost Aussie disti Avnet

Value added distributor Avnet has revealed that its partnership with HP led to a fruitful FY2007. According to Gavin Lawless, general manager, Avnet Technology Solutions, the HP offerings achieving greatest success in the Australian market last year were ISS (Industry Standard Servers), BCS (Business Critical Systems), SWD (StorageWorks) and Services units. He also indicated that 2007 saw Avnet expand its geographical position with its HP business.

“We have had a great year in conjunction with our business partner community for HP,” said Lawless. “Traditionally, the majority of our HP business came out of New South Wales, but in 2007 we saw an increase in our Victoria and Queensland business partners, who have really stepped up to the mark.”

Avnet’s value added services, such as the Blade Central channel program, have been credited for their role in raising the profile of the distributor. The brainchild of Michael Costigan, marketing director, Avnet and the rest of the marketing team, the initiative provides tools, programs, education and resources to help partners grow their HP Blade business.

“The program is designed to educate and enable, then we offer a marketing campaign to our channel partners,” said Costigan. “They can sign up, learn all the technical aspects and get skilled up in the products, then we offer target campaigns in conjunction with HP.”

According to Costigan, the Avnet Blade Central program has been well received in the channel, with partners valuing the input of a dedicated team as well as their direct interaction with business partners and customers. HP praised Avnet’s efforts with an award for exceeding their services quota by 300 percent.

“HP is now aware that value added distribution is key to their route to market model,” said Costigan. “We’re going to keep on doing what we’ve always done with HP and provide something valuable to the business market, and there will be a flow on from that.”