IT companies increasingly understand the need to integrate services into hardware sales. The push comes amid several influencing trends, but especially as cloud computing puts enterprises' servers and storage into the data center.
To that end, HP this week named Avnet Technology Solutions its first ServiceONE distributor. That means HP resellers in the United States and Canada now are able to offer Avnet's data center life-cycle services when selling HP's servers and storage products, including the ProLiant and 3PAR storage lines. The partnership focuses on deployment, education, installation, integration and technical services for data centers. Further, resellers may boost their services revenue without hiring more staff until they're ready.
“Partners can significantly increase the profitability of their hardware and software sales by incorporating services into deals," said Tony Vottima, a senior executive in Avnet Technology Solutions' Americas group that works with HP. “Partners can rely on our services to enhance their own capabilities and sell further up the technology stack than ever before."
Avnet said it is making available more than 80 services through partners; the list includes consultation, planning, assessments and break/fix. Avnet is providing dedicated experts to work with resellers throughout the sales process, including deal close. Its HP team also will help partners maximize their HP ServiceONE benefits and incentives.
"Partners can leverage Avnet’s professional services along with their HP ServiceONE knowledge to accelerate the sales process and win more business delivering data center solutions that align with customer strategies," Tracy Galloway, a channel executive in Avnet's HP unit, said in a prepared statement.
Avnet Technology Solutions is the IT distribution arm of Avnet.