Posted by: Brein Matturro
Channel partner programs, Reseller channel business development, SMB
Avnet Technology Solutions, has announced a new program designed to encourage its existing partners to serve small and mid-sized businesses, and to partner with each other to expand the range of services each can offer.
Under the program — called OneTech Connect — Avnet will manage and enforce the rules of engagement and supply technical support.
The goal is to help partners accelerate delivery on projects by matching the partner responsible for a project with others who can supply skills the primary contractor lacks, according to Jack Morris, Avnet Technology Solutions’ vice president, technology and market solutions. Value-added resellers (VARs) working on a project can put in a request for skills they lack – such as IP telephony, security, virtualization, storage, or mobility – through OneTech Connect.
Avnet will review the request and provide a quote for the service based on the scope of work and a set of fees established as part of the program.
Avnet will then identify the partner who best fits the requirement, generate the contract, handle project validation and planning, and monitor the project throughout the entire engagement, Morris said. After the project is finished, Avnet will generate a project-closeout/review report for both partners.
The complexity of the solutions becoming common in the SMB market has made it harder for one VAR to provide a complete solution alone, according to Avnet partner Jeffrey Teeter, executive vice president and general manager at Logicalis, Inc. Having Avnet take an active role can reduce the challenges of finding the right solution provider to work with in those situations, and could help partners land deals they otherwise wouldn’t, Teeter said.