Avnet has announced a big win, picking up Australian distribution rights to the entire EMC portfolio.
The distributor will provide independent software vendors (ISVs), systems integrators (SIs) and value added resellers (VARs) with EMC technology, including converged infrastructure and data solutions focusing on Big Data, Cloud and storage, all offered ‘as-a-service’.
“By joining forces we are able to deliver industry-leading solutions and services backed by expertise and support to help our customers grow their business profitability,” Avnet A/NZ vice-president and general manager, Darren Adams said.
Avnet currently distibutes EMC globally, but had been "late to the party" in Australia, Adams said. He would not reveal the dollar value attached to the deal but said it was "sizeable, one of our bigger initiatives of the past few years."
He stressed that the tender process was extremely competitive, and Avnet had won out. Prior to the tender, EMC’s distributors were Ingram Micro and Westcon Group. Ingram Micro and Avnet now share those duties, with Arrow distributing the VSPEX platform only.
Avnet’s partners will be able to take advantage of its assembly and integration services, to produce pre-configured, fully tested solutions which will be delivered to customers’ sites with certified shipping. Avnet aims to help enable EMC to expand its market influence in Australia further, and produce new business opportunities.
The distributor's international skillsets, solution design and marketing also give it a head start, he said. Avnet is open for business on EMC immediately, and has already begun the process of looking for dedicated staff, such as business development managers.
Adams would now be drawn on any specifics as of yet, but did stress that the whitelabelling of EMC based managed services will be a focus. It will also be looking to bundle packages together with its other vendors, particularly VMware.
"We have some things on our line card that our rivals don't have. We will be offering unique solutions based around our existing sets - namely, networking and server technology, and software and security in general," Adams said.
Avnet Australia will be pushing partner recruitment initiatives, alongside workshops and partner enablement programmes.
EMC's A/NZ partner sales general manager, Chris Trevitt, said it will be sticking to its tried and true dual distribution strategy for the whole portfolio, but did say that the pre-existing global relationship with Avnet remains strong.
“Working in a fast paced industry means we need to constantly address our business strategy,” Trevitt, said.
Avnet Australia will be continuing EMC's focus on the midmarket, and continuing to roll-out EMC's "brand spanking new" partner programme, and leveraging Avnet's international experience.
"There's a lot of excitement at our end," he said.