Avnet Technology Solutions has launched an End User Computing (EUC) Practice in the UK designed to help the channel generate new business in the growing desktop transformation market. Open to new and existing Avnet business partners, the practice combines VMware Horizon Suite with Avnet’s SolutionsPath methodology. It marks the first major collaboration between the two companies in the UK since Avnet added VMware to its UK supplier portfolio in October 2012.
The shift toward desktop virtualisation and trends such as Bring Your Own Device (BYOD) have created a new set of challenges for IT departments as they struggle to manage a plethora of devices securely and cost-effectively. Avnet has recognised the importance of creating a framework for business partners that helps their customers create a successful, secure and productive workspace environment. By combining Avnet SolutionsPath with technology from VMware that is proven to manage all parts of an organisation’s physical and virtual infrastructure centrally, Avnet has been able to create a compelling and powerful response to managing the consumerisation of IT. Avnet’s End User Computing Practice aims to facilitate and accelerate entry into the growing desktop transformation market. It will do this by providing access to market-leading technology, specialist knowledge and its multi-vendor network to deliver valuable solutions for high growth and specific vertical sectors.
Tom Ellis, VMware EUC partner development manager, Avnet Technology Solutions UK, said, “Our new practice is the first of its kind in the UK’s virtualisation arena. It is a VMware Horizon Suite focused programme which utilizes Avnet’s SolutionsPath methodology. The practice enables business partners to sell VMware Horizon Suite and the additional hardware, software and services which complement VMware EUC solutions.”
According to Ed Dolman, Head of Channel, UK and Ireland at VMware, “Avnet has gained a well-deserved reputation for opening up opportunities in high-growth markets through the training and support it provides its partners, including its SolutionsPath methodology. We consider this initiative to be a powerful value proposition as we seek to attract new partners who want to enter the desktop transformation market but currently lack the relevant skills. By enrolling in Avnet’s SolutionsPath University, business partners have the ability to receive the training they need to develop knowledge and expertise supported by the generation of sales leads.”
Business partners that engage with Avnet’s End User Computing Practice will learn how to deliver VMware solutions in a structured way, assessing a customer’s current IT environment and identifying the level of virtualisation required and which parts of the VMware Horizon Suite are appropriate. In addition, business partners will have the ability to design and deliver the right solution supported by Avnet’s extensive portfolio of VMware ecosystem partners such as Pivot3, Liquidware Labs, HP, IBM, Cisco, NVIDIA, EMC, NetApp, F5 and Riverbed. Partners that go on to attend Avnet’s SolutionsPath University will also learn how to sell the VMware Horizon Suite within specific vertical markets such as healthcare, government and finance. All partners attending the University programme can benefit from a 12-month telemarketing project designed to generate solid end-user opportunities during the coming year.
Wayne Emerson, commercial director of System Professional, added, “As a VMware EUC focus partner, it is really important to our business that our distribution partner is able to support us at all levels. Avnet’s End User Computing Practice will help us train and develop newer members of our team, increase our sales leads and further capitalise on the success of our existing desktop transformation business.”
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