Resellers Maximizes ROI with Avnet's IBM EServer TotalStorage Training

12/29/2003 - Avnet Hall-Mark, the leading value-added distributor of IBM enterprise servers, storage, software and services, announces the success of its custom IBM eServer & TotalStorage training series known as "Trailblazer." Trailblazer provides roadmap-focused product training and competitive education to help resellers align their business investments with current IBM strategies to achieve maximum results.

The Trailblazer sessions are four-day events that include IBM's e-business on demand initiative. In addition to expert IBM product training, resellers learn from Avnet Hall-Mark veterans how to better identify and align their solutions to address key customer needs. Strategies for solution selling presented at Trailblazer include disaster recovery and storage service assessments, along with IBM Services and Financing. The emphasis during Trailblazer on "clothing" eServer and TotalStorage sales will enable resellers to provide more total solutions to their customers and allow them to increase their profitability.

Steve Dudley of Nordisk, a value-added IBM reseller headquartered in Oregon, said of the Trailblazer series, "It was well worth my time out of the territory. Trailblazer was much more than traditional product training. Through Trailblazer, I gained working knowledge of the current eServer and storage trends and competitive strategies that will help me to engage more fully with my customers."

Trailblazer training has been conducted for more than 100 resellers, and pairs the business and strategy expertise of Avnet Hall-Mark with IBM's veteran "Top Gun" team, an elite group of seasoned training professionals with extensive technical and product experience. Part of the Avnet Hall-Mark Partner Academy, Trailblazer is an initiative designed to maximize market opportunities for resellers by ensuring access to the most relevant, timely and comprehensive educational offerings.

"Integrating product knowledge with solution strategies creates a tremendous competitive advantage for our resellers, enabling them to maximize their sales opportunities," said Fred J. Cuen, executive vice president, IBM Business Unit, Avnet Hall-Mark. He notes that Trailblazer is just one example of how Avnet Hall-Mark education combines the "what" of product training with the "why" and "how" of solutions sales and business strategy training. "At the end of the day, education has to be about helping the reseller make the most of their customer relationships, growing their business profitably and enhancing their success," said Cuen.

"The Trailblazer series again demonstrates Avnet Hall-Mark's ongoing commitment to true value-added education," said Susan Levy, director, Skills and Education, IBM. "We're pleased to be able to team with them on events like Trailblazer to help ensure the ongoing success of our partner community."

About Avnet Hall-Mark
Headquartered in Tempe, Ariz., Avnet Hall-Mark is an industry-leading, value-added distributor of enterprise servers, storage, software and services, marketing exclusively to the reseller channel. Through operations in the United States, Mexico and Canada, Avnet Hall-Mark provides solutions from industry-leading manufacturers including BMC Software, EMC, HP, IBM, Microsoft, Network Appliance, Oracle, StorageTek and VERITAS -- driving growth for partners and manufacturers.

Avnet Hall-Mark is a division of the Avnet Technology Solutions operating group of Avnet Inc. (NYSE:AVT), one of the world's largest technology marketing, distribution and services companies. Avnet's sales for fiscal 2003 (year ended June 27, 2003) were $9.05 billion. For more information about Avnet Hall-Mark, visit:

Previous Page | News by Category | News Search

If you found this page useful, bookmark and share it on: