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Value Propositions
Turnover and profits are falling for many of your customers with IT spending patterns changing to adapt to the tougher economic climate, so Avnet is working directly with resellers to address these critical business challenges.
Our response is Avnet HP Value Propositions.
Key Objectives
Avnet Value Propositions are the cornerstone to our Channel strategy. For HP Software we take the vendors overall strategy, break this into key sales plays and then align them to topics and business challenges that are of key importance to our Partners and their end-users. This then allows HP Software to align and integrate with our Partners strategy and sales teams rather than having to create a whole new go-to-market business.
Our overall objectives are to use Value Propositions to:
- Exploit their consistent messaging to generate positive PR in your customer base
- Move Partners from ‘speeds and feeds’ to develop business led messaging, elevating their status
- Help Partners to access HP resources and funding
Avnet has more than 28 Value Propositions across its HP Hardware and Software solutions and the number is growing.
What are the Avnet HP Value Propositions?
The Avnet HP Value Propositions are a host of support services, tools and information that help you close business in even the most difficult commercial circumstances. Focused on key products, services and solutions our HP Value Propositions help you prove the business value gained from any IT investment, providing a differentiator in even the most competitive environments. Each HP Value Proposition follows a familiar format to make them simple to use and implement:
- Understand the compelling business reasons that create and drive opportunities
- Match business issues to solutions
- See the target market, pull-out the benefits and understand the pain-points
- Qualify easily and see how to handle objections
- Get clear sight of the ROI
HP Software Value Propositions
- Consolidation & Virtualisation
- Storage Resource Management
- Data Center Automation
- Testing Automation & Performance
- Backing up in a Virtualised environment
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