Avnet To Increase Offices, Expand Distribution


5 Aug 2011
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Avnet India, which crossed the $100 million turnover mark in the last fiscal, is all set to ramp up its business. On the cards is an expansion of its distribution portfolio and an increase in branch offices to grow its market coverage.

“In the past two years we have established ourselves as a strong player in the value added distribution space. We have been growing at 100 percent YOY, and are confident of maintaining this growth rate for the current and next fiscal,” said Naresh Desai, General Manager, Avnet India.

The company plans to increase its branch presence from the existing seven locations to 15. “Most of these branches are planned for tier-2 cities such as Chandigarh, Kochi, Bhubaneswar, Nashik and Surat,” Desai stated. “We will be investing in resources in these cities which will give us coverage in their neighboring regions as well.”

The value added distributor is planning to take an applications-led route to tier-2 cities, and has launched its ISV Accelerator program to align with local application vendors. “We have recently introduced the global ISV program in India, and will align our hardware integration partners with local ISVs who have industry-specific applications to provide a holistic solution to SMBs in these emerging geographies,” informed Desai.

The company also plans to offer its virtualization partner program, VirtualPath, to these tier-2 locations. “VirtualPath has done exceedingly well in the top cities. Under this program we today have 80 active partners who are undertaking large and interesting virtualization projects. We plan to expand this program to smaller cities as we expect a big adoption trend for virtualization in the SMB sector,” Desai explained.

Avnet has also launched its CloudReady program aimed at equipping partners to provide private, hybrid and public cloud solutions. “We have already invested significant resources in the IBM SmartCloud program, and have invested in setting up the IBM Technology Innovation Center at our Mumbai office,” informed Desai. “We are selling IBM private cloud solutions and also IaaS offerings including Tivoli backup and Lotus mail and messaging solutions. Our plan is to combine the ISV program with the Cloud program to help local ISVs put their applications on the cloud and help them offer it as SaaS through our channel.”

Over the past year Avnet has added many new vendors to its distribution portfolio. These include NetApp, Oracle (entire portfolio excluding Apps), Citrix, Double Take and Vizioncore, in addition to the HP ESSN portfolio (excluding networking), IBM, F5, Juniper and Sybase.

“With geographical expansion as a major agenda, we are looking at big investments in people, and creating tech centers in cities outside Mumbai to demonstrate live solutions to both customers and partners,” Desai said.

source : crn
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