Working with Avnet and IBM - Becoming an ASL Partner
Avnet has been distributing IBM Software products since 2000. Originally, as Open Computing and PSL, we were the UK distributors for Informix Software Ltd and now as Avnet we are the only distributor in the UK to offer Informix products through IBM's Application Specific Licensing channel.
Application Specific Licensing (ASL) is an ideal way of sourcing IBM's Informix database products for Independant Software Vendors (ISV) and Solution Providers. Avnet is unique in being the only UK distributor specialising in supplying Informix via this route.
ASL forms a simple, repeatable and profitable business model that provides a business partner with fixed costs when acquiring IBM middleware for inclusion in their own solutions and software offerings. Where the partner offers a repeatable solution, they want pricing for components that are not determined by who the end user is (as with the Passport Advantage channel) but is fixed, so that they can establish and project their costs for a period of time.
An ASL Partner can deliver IBM software along with their solutions via a single contract, thereby giving a potential end user one point of contact for multiple elements of the solution. An end user only has to contact the ISV for sourcing the component parts of the solution and technical support - on the solution and any IBM middleware provided via an ASL agreement - rather than multiple providers. This adds value to the services and support packages provided by the ISV, whilst streamlining the support and maintenance process.
ASL is aimed at: Technology Partners, Independant Software Vendors, Application, Platform and Infrastructure Service Providers, Application Developers and System Integrators.
An IBM ASL contract via Avnet enables partners based in the UK and Europe to supply their solutions to customers on a worldwide basis, without the need to source IBM middleware such as Informix at a local, country level.
Along with the other Information Management, Avnet are also able to distribute Lotus, Tivoli and WebSphere products through IBM’s ASL channel. In addition to supplying IBM Software products, in 2003 Avnet became an IBM Hardware distribution partner supplying System P and System storage products.
Our team of pre and post sales technical and product sales specialists act as an overlay to our business partners and their own sales and technical teams. We are on hand to vet, design and quote any licensing requirement for our customers and to offer product advice in order to ensure that customers always receive the most cost effective and compliant solution for their needs.
Avnet work with various ASL specialist teams, product specific teams and technical teams at IBM to bring the right skills and experience to bear in order to assist our customers:
- Test, evaluate, benchmark, port and adopt the right Informix products.
- Leverage and position their solutions within their focus market sectors.
- Take their solutions to market successfully.
We aim to make it easier to identify, fulfil and support IBM business through the channel and as a Avnet Business Partner the resources available to you are extensive, from marketing and pre-sales support to post sales implementation. Through the Avnet IBM Division, our Software and Hardware teams work closely with our colleagues at IBM, so in addition to the support and resources at Avnet you also have direct access to sales and technical expertise at IBM.
Avnet recognise that the best way to sell IBM software, including Informix, is to enable our customers to sell their solutions rather than focusing on the IBM middleware technology messages that the solution utilizes - end users are not interested in an application's database, they want to know that the application solves a business need.
As such Avnet have numerous partner programmes and access to tools and schemes that can help to develop your business and drive new opportunities. This includes the successful ISV Marketing programme - Maximation.
Working with Avnet and IBM in the ASL channel couldn't be easier. The first step is to contact the Avnet ASL Software Team on 0113 251 3045 and we'll discuss how we can make ASL work for you and guide you through the enrolment process.
