New Cloud Sales and Technical Training
June 21, 2011 —
Avnet Technology Solutions, the global IT solutions distribution leader and operating group of Avnet, Inc. (NYSE: AVT), today announced new cloud computing training for its value-added reseller (VAR) partners and independent software vendors (ISVs) in the U.S. and Canada.
This training is designed to help partners gain the skills needed to enter the cloud computing market quickly, implement cloud-based solutions and profitably grow their cloud business.
The two-day session will be led by Avnet’s solutions architects and includes tracks for sales professionals and technical staff.
“It’s clear VARs and ISVs want to understand how to tackle the complex and rapidly evolving cloud computing market,” said Tim FitzGerald, vice president, Data Center Technology Solutions Practices, Avnet Technology Solutions, Americas. “Our partners are finding that pursuing cloud computing opportunities is similar to getting started in a new data center technology specialization. Avnet applied its experience in training more than 1,000 partners in vertical markets and data center technologies using our SolutionsPath methodology to create this new training offering.
This cloud-focused sales and technical training will help partners quickly engage in relevant and productive conversations around cloud computing, as well as design cloud solutions aligned to their customers’ business goals.”
The two-day training session begins with a foundation in cloud computing to give partners a common understanding of The Cloud, key drivers and stakeholders, and the building blocks of cloud computing solutions.
Following an in-depth foundation session on The Cloud, attendees will focus on one of two specialized tracks: Sales Track: Sales professionals will obtain an understanding of the key priorities of stakeholders and end-user pain points, and guidance on account planning processes. They will also receive a sales toolkit to jump-start the sales process to begin qualifying opportunities.
Solutions Engineering Track: Technical staff will expand their knowledge of the main components of cloud reference architectures and learn about the people, processes and technology changes required to move through each stage of the Cloud Maturity Model. The Cloud Maturity Model provides a repeatable framework for consistent execution by defining people, processes and technology requirements based on an end customer’s adoption level. It can also be used as a roadmap for customers’ cloud strategies.
“Cloud computing is a game-changer for the IT industry, and we need to quickly become experts in this delivery model to ensure our long-term success,” said Deney Dentel, president of Nordisk Systems, Inc., an IT solutions provider and Avnet partner. “Avnet has proven through its SolutionsPath vertical markets and data center technology practices that it understands how to help us become specialized experts and grow our business. We know they’ll be able to do the same for us around cloud computing and provide us with the knowledge we need to quickly begin identifying and closing opportunities through their new training program.” For more than a year, Avnet has enabled and prepared partners to capitalize on cloud computing growth opportunities through CloudReady, the cloud-specific component to the SolutionsPath methodology. This initiative includes education and training, financing solutions, professional services, technical resources and integrated cloud computing solutions.
The newly introduced two-day cloud sales and technical training is the second CloudReady training program Avnet is offering its partners. Avnet partners can also access the initial CloudReady training program — a three-part webinar series on cloud computing solutions — to obtain a refresher.
Additionally, partners can leverage Avnet’s SolutionsPath practices in conjunction with CloudReady, to further develop specialization in the high-growth vertical markets of energy, finance, government, healthcare and retail, and data center technology areas including mobility, networking, security, storage and virtualization.
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