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Avnet Technology Solutions Helps Partners Achieve Double Digit Growth in the U.S. Government Market


The Avnet GovPath™ Practice Provides Innovative Tools That Enable Value-Added Resellers to Successfully Win Technology Solutions Deals in the Federal, State and Local Government Markets

Avnet Compass ’09

DENVER--At its Compass ’09 conference for Sun Microsystems partners, Avnet Technology Solutions, the solutions distribution leader and an operating group of Avnet, Inc. (NYSE: AVT), announced that its U.S. government market practice has helped partners significantly grow their businesses. Since the Avnet GovPath™ practice was launched in April 2008, Avnet value-added resellers partners who have taken advantage of the practice’s tools, consulting and university have achieved an average revenue growth rate of 32% year-over-year and even reached an average growth rate in the triple digits in some product lines.

“Avnet GovPath partners have consistently outperformed their peer group and successfully grown their businesses on average by double digits,” said Mike AtLee, national director of government and education solutions, Avnet Technology Solutions, Americas. “Avnet is committed to investing in the tools and resources our government reseller partners need to make the most of opportunities, solve business problems and accelerate their success.”

With U.S. public IT market spending projected to reach $186 billion1 in 2010 and the American Recovery and Reinvestment Act generating an additional $28 billion2 in government IT spending, Avnet offers partners a comprehensive set of tools to target this specialized market. Avnet’s Government Contract Watch program provides qualifying partners with access to information from leading research companies, such as Federal Sources, Inc., Center for Digital Government and Carroll’s Publishing Services. Additionally, the Avnet Capitol Smarts program includes competitive analysis, marketing opportunity identification, contract vehicle strategy development and continuous training.

Based on this research data, Avnet’s government market team, who averages 25 years of industry experience, works hand-in-hand with resellers to grow their businesses both through strategy sessions and during GovPath University. GovPath University is a three-day course designed to educate partners on the intricacies of the government market and provide them with the education needed to identify, develop and close government leads. To date, more than 100 students have graduated from GovPath University. For example, storage integrator Alliance Technology Group participated in GovPath University, and regularly meets with Avnet’s government team to strategize on new business opportunities.

“Avnet’s government market team understands where the money is in the government market, how it flows and how Alliance Technology Group can get involved in projects,” said Brent Van Scyoc, director, federal solutions group, Alliance Technology Group. “They are constantly presenting us with new ideas and have helped us gain access to multiple government contract vehicles through partnerships. As a result of Avnet’s business development resources, along with our deep market and technical knowledge, Alliance Technology Group has grown its federal government business over the past two years.”

Force 3, a federal market solution provider, has also benefited from its involvement in Avnet’s GovPath practice.

“As Force 3 has experienced tremendous growth, Avnet has helped us scale our business and continually expand our market reach,” said Ken Rollin, Strategic Alliances Manager, Force 3. “The Avnet team has the tools to assist us with configurations, contract renewals and sales support. Most importantly, Avnet also has a wealth of resources and industry expertise to provide us with the customized background information we need to pursue federal business leads. This customized lead information allows our team to zero in on opportunities that align to our long-term business goals, as well as those of our supplier partners such as Sun Microsystems.”


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