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Avnet developing IoT partner ecosystem

Avnet Technology Solutions is increasing the support it provides for those resellers looking to crack the revenue opportunities in the IoT market

Around four months ago Avnet decided to establish six business units that would focus on areas of the market that would reward resellers with decent growth levels.

Among the six areas  - data centre solutions, cloud solutions, security and enterprise networking solutions, data analytics/cognitive computing/IoT, mobility solutions and education service - was the Internet of Things, which the distributor added muscle to with a 35 strong team that could identify vendors and areas of the market that the channel player could work with and develop.

Following on from that move Avnet has now set out plans to create a partner ecosystem to support resellers that want to get involved with the IoT space.

Things kick off with the distributor hosting an event later this month that will talk about 'monetising IoT' and will involve a number of vendors, including Cisco, IBM, HDS and Informatica.

"As the different phases of IoT come to prominence, it will be increasingly difficult for channel partners to identify, manage and fulfill every opportunity, so building a robust IoT ecosystem with distribution at the core is a key component to success," said Craig Smith, director IoT, cognitive computing and analytics at Avnet Technology Solutions EMEA.

He added that collaboration was the key for resellers looking to get the most out of IoT and working with an ecosystem containing the distributor and various vendors meant the odds of success were greater.

“Early adopters of technology have been able to access real business benefits of IoT through the deployment of advanced solutions. However, it is extremely challenging [for customers] to keep up to date given the pace of change in this market and they will increasingly look to the partner community for information and guidance," said Lynn Collier, chief operating officer at Hitachi Data Systems.

"Hitachi welcomes the opportunity to help business partners visualize where they fit in the IoT puzzle and develop the right solutions to meet customer needs," she added.

Speaking with MicroScope last month about the business units Miriam Murphy, senior vice president for the North Region at Avnet Technology Services, said that it was keeping an open mind about adding more business units in the future and segmenting current areas down into more detail as the opportunities grew.

“I see this as evolving and see this segmenting into vertical markets and different areas,” she added “Suppliers like us being more solution centric, especially with partners who are working with new technology areas in their portfolio."

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