Avnet Names Services VP To Drive SolutionsPath Business

Steve Kedzior arrives at Avnet from Insight Enterprises, where he built and managed that solution provider’s technology practices, which include data center, networking, cloud computing, enterprise software and lifecycle services, according to Avnet. Prior to Insight, Kedzior worked at Keane, an international software services company, as well as several other U.S.-based resellers, according to Avnet.

Kedzior said he was attracted to Avnet because of the distributor’s commitment to building its services portfolio. “I’ve known Avnet for many, many years and know where they are and where the VARs are [going], from trends of convergence, data center, cloud computing. Avnet’s value is moving into solutions distribution with many VARs in the data center environment,” he said.

Kedzior hopes to find success making services a significant part of Avnet’s future because he’s been in a VAR’s shoes.

“I understand the VAR perspective and understand the end user. I’m looking forward to building a model that brings more value to more customers. I have not talked to a single VAR yet that isn’t bullish on the services component of the business and is moving that mix to greater [services] growth,” he said.

He couldn’t define Avnet’s services strategy, in part because he still has to help build it, but said distributors can play a critical role in helping solution providers evolve their businesses.

“Many of our VARs and I come from that community, and are evolving, changing and reacting to trends in technology and economic [trends]. Avnet has done a pretty good job in the SolutionsPath model helping many [VARs] evolve by providing services, support and training,” he said. “It’s difficult for VARs to get to where they need to go, although most they need to know how to go to a future state. The challenge is that gap.

“Avnet has proven that model and we’ll expand on that. We’ll accelerate that process and reduce the risk by providing the services and resources to put them on the path to a future state. If it’s cloud computing they want to be involved in, they can partner with Avnet to help them accelerate that strategy, minimizing their investments and risk.”

Kedzior said he participated in SolutionsPath as a customer, helping Insight expand into a vertical market. “They had the groundwork and they know their appetite for VARs to embrace these different paths and different solutions,” he said. “My feeling is there’s a good set of solutions out there around verticals and technology and we want to augment that with our services strategy.

“You could do the math: a solution around a vertical or a specific technology with specific services to go with it is a better set of economics in the sales cycle when you go to market that way.”