Monday Morning Impact – February 2

By Ken Presti, Senior Consultant, Channel Impact

Avnet Technology Solutions Introduces Maintenance ServicesNow

As part of an effort to help support partner profitability, Avnet has launched a new service to help allied US-based channel partners track renewals on existing service contracts, and easily access various other information such as the expiration of warranties, and the potential for new sales opportunities.

Marketed as “Maintenance ServicesNow by Avnet,” the initiative is a customized service through which partners can select varying levels of service, based on their respective business model.

“We’ve talked with some of our partners who are missing out on a significant portion of their maintenance renewals,” said Larry Fulop, vice president and general manager, Supplier Services, Avnet Technology Solutions, Americas. “With Maintenance ServicesNow by Avnet, we are providing our partners a cost-effective way to maximize the profitability of every contract. Avnet acts as a natural extension of our solution providers’ and supplier partners’ sales teams, and we will provide them with the dedicated focus to extend and manage their maintenance services offerings.”

Pricing information was not disclosed.

Channel Impact:
Service renewals have traditionally been an area in which channel partners tend to lose focus, resulting in an incremental loss of revenue that can accumulate into substantial dollars. The advent of cloud-based and managed services have raised the stakes, thereby forcing many partners to improve operations in this area. But anything that can help channel organizations to effectively respond to this need is clearly worth looking at.

Aeris Launches Neo Affiliate Program to Support IoT Revenue Streams

Santa Clara, Calif.-based Aeris announced its new Neo Affiliate Program for Internet of Things ecosystem partners.

The Aeris Neo Affiliate Program targets a wide range of companies providing value-added services for the IoT and M2M ecosystem including device manufacturers selling cellular-capable IoT and M2M devices, solution providers offering a complete IoT or M2M solution for a specific vertical market, and distributors and resellers who resell a range of IoT and M2M products.

Through the program, partners receive a portion of the monthly revenue of each customer who signs up for the service. Partners are also provided with key information about their customers’ programs. On a monthly basis, Aeris will provide a report indicating key characteristics of their customers’ usage – including amount of data consumed, location, traffic patterns, and other key information.

“The demand of connected devices is going to experience exponential growth as more companies are vying to enter the IoT marketplace in 2015,” says Andy Greig, vice president of sales in North America for Aeris. “The Neo Affiliate Program is the perfect opportunity for our channel and reseller partners to add connectivity in a simple way, while developing stronger relationships with their customers through service and support.”

Aeris claims a customer base that includes Hyundai, Acura, Rand McNally, Leica, and Sprint.

Channel Impact:
As IoT gains industry momentum, look for participating vendors to look for innovative new ways of leveraging the channel towards higher market share.

CompTIA Faciltates Legal Services for Channel Partners

CompTIA, a suburban Chicago-based IT industry association, has launched its new Legal Services Program offers the association’s premier members access to core legal services provided by InfoTech Law Advocates (ITLA), a full-service law firm specializing in legal representation for small to mid-size IT companies.

Services available to CompTIA’s premier members include complimentary risk Assessment, an annual report filing service, and access to legal consultations. Costs can be assessed as a flat fee, or as a subscription-based service.

More than 70 CompTIA premier members have trialed the new offering, and the association expects hundreds to take advantage of the new program throughout 2015, with many more upgrading their membership or joining CompTIA as a premier member. IT channel partners who upgrade their membership or join CompTIA as a premier member and take advantage of the new program will receive $100 off their annual member dues for 2015.

Channel Impact:
This is an interesting vertical market strategy for the law firm. But many companies already have access to legal services based on people whom they know and trust. While this approach may gather momentum, time will tell.