SolutionsPath TM. Strengthen your ability to deliver solution-led propositions into high-growth technology areas and vertical markets

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1 Accelerating Your Success SolutionsPath TM Strengthen your ability to deliver solution-led propositions into high-growth technology areas and vertical markets SOLUTIONS

2 Page 2 SolutionsPath TM Introduction The type of relationship between partners and end-users has changed dramatically. End-users prefer to deal with a strategic, trusted advisor that offers customer-centric solutions, over a product led supplier that is out of touch with its customers goals and objectives. Offering specialised skills and knowledge around integrated technology solutions and vertical market specialisation is a key differentiator that will set you apart from the rest. What is SolutionsPath TM? Developed by Avnet in partnership with its vendors, SolutionsPath TM is designed to strengthen your ability to deliver solution-led propositions into high-growth technology areas and vertical markets. Envision Segment, identify and target immediate growth opportunities in technology solutions and vertical markets Enable Build specialised knowledge, skills and capabilities to enter new markets Using a proven methodology of business intelligence tools, education and lead-generation resources, SolutionsPath TM will help you to: ENVISION where to specialise, ENABLE you with specific skills and knowledge, and EXECUTE incremental business growth. Why engage with SolutionsPath TM? By addressing business challenges with a deep understanding of an organisation s needs and market, you will create distinct competitive advantage. SolutionsPath TM will enable you to cement your position as a strategic business partner and drive business growth. Execute Build solutions-led pipeline through lead generation and engagement The Engagement Model Leverage the valuable assets available through SolutionsPath TM and: with the insight gained from industry analyst data, minimise the risk of market entry into high-growth sectors like health and finance develop the skills to effectively deliver technology solutions such as storage, networking, security, virtualisation and cloud computing integrate single and cross supplier solutions with ease understand customers specific business needs and industry requirements deliver measureable results through specialisation build stronger customer relationships as a strategic business partner.

3 TM SolutionsPath Page 3 How does SolutionsPath TM work? Avnet has selected to invest in particular high growth technology solutions or vertical markets because of the current and projected high IT spend and opportunity for return. Avnet call these selected areas of specialisation SolutionsPath TM practices. This table as a guide to the different SolutionsPath TM practices available to you: We want to fast-track our expertise in Which SolutionsPath TM practice do we need? Storage & Data Management StoragePath TM Technology Practices Datacentre Optimisation and Virtualisation Unified Communications, Collaboration, Mobility and VDI VirtualPath TM, NetworkPath TM, SecurePath TM MobilityPath TM Cloud Computing CloudReady TM Health HealthPath TM Vertical Practices Finance FinancialPath TM Government GovPath TM Each SolutionsPath TM practice provides a comprehensive portfolio of tools and resources to enable you to ENVISION, ENABLE AND EXECUTE in that area, and rapidly build your market expertise, sales and profitability: ENVISION Segment, identify and target immediate growth opportunities ENABLE Build knowledge, skills and capabilities to specialise and enter new markets EXECUTE Drive solutions-led pipeline and ROI through lead generation & engagement Tools and resources are available to me to achieve this SolutionsPath TM Analyse SolutionsPath TM Briefings SolutionsPath TM Market Insight SolutionsPath TM Fundamentals SolutionsPath TM Certify SolutionsPath TM University SolutionsPath TM Portal & Playbooks SolutionsPath TM Sales Accelerator

4 Page 4 SolutionsPath TM What does a SolutionsPath TM Practice consist of? ENVISION SolutionsPath TM Analyse Using sophisticated business intelligence tools to analyse data from multiple sources, SolutionsPath Analyse highlights optimal routes to market by looking at your existing customer engagement to find opportunities for solution expansion or new routes to market. The outputs will highlight specific target customers and identify training/skills needs to address customers with a solutions-based approach. SolutionsPath TM Market Insight Quarterly ebulletin aligned to each SolutionsPathTM practice containing a valuable source of the latest market research, hot topics, opinion pieces and published SolutionsPath playbooks around the key technology and vertical markets designed to help you stay ahead of the market. SolutionsPath TM Briefings A market focused briefing on a key topic within a high growth technology or vertical market. To provide up-to-date knowledge on market research, drivers and customer decision processes. Led by analysts presenting the latest market data and supported with solution experts presenting the technology that solve key challenges facing customers. Each briefing will help you to keep in touch with the technology trends that matter to customers. ENABLE SolutionsPath TM Fundamentals Web based training providing the fundamental knowledge to understand and execute in leading technology markets. Understand the jargon, terminology and drivers to enable you to confidently engage with customers in each of the technology or vertical sectors. SolutionsPath Certify To help you attain the correct vendor certification for you and your organisation. SolutionsPath Certify is a three stage process helping you; Audit what existing sales, presales and post-sales certifications are held by your organisation to identify and define a training plan that you need to attain the required certification. Train & Certify the required people on the SolutionsPath University and Vendor certification courses. Benefit from access to SolutionsPath Sales Accelerator resources to help generate an opportunity pipeline. SolutionsPath TM University These unique, face-to-face training sessions provide in-depth information about vertical market and technology-specific trends, complexities, terminology and buying cycles; equipping you with the what, why and how to sell into specific spaces. Graduates become subject matter experts, with the knowledge of applying the right solution to the challenges your customers face within technology or vertical markets. EXECUTE SolutionsPath TM Portal & Playbooks Playbooks are created for each SolutionsPathTM practice that Avnet has identified as high growth market opportunities. The portal gives sales people quick, efficient and easy access to the resources that will help you to engage with customers in a knowledgable manner, to deliver competitive differentiation and margin enhancement in these markets. They are concise and focus on the end-user pain, gain and qualifying questions and provide sample case studies. SolutionsPath TM Accelerator SolutionsPath Sales Accelerator includes three elements that help you to build a solutions-led pipeline: A joint planning meeting, utilising an advanced business analytics tool to profile existing customers, to identify a target market. The tool matches end-user data against the total market customer profile. This profile database covers the EMEA market and is 17 times bigger than standard database sources. Utilise a solution focussed Campaign in a Box, a set of rebrandable market assets such a microsite, end-user and solutions guides to communication to your end-user customer base. Access to new business end-user opportunities, generated from an Avnet demand generation campaign.

5 TM SolutionsPath Page 5 Overview of Vertical Practices HealthPath TM Opportunity: The major driving forces in healthcare are achieving the efficiency targets, the transformation of healthcare delivery models, the alignment of IT to the ever changing business needs, new sourcing models and technology selection metrics. IDC predict a total IT spend in 2013 to be 12 billion euros in healthcare, which is expected to grow at a 4-year compound annual growth rate of 3.9% across EMEA from * Proven approach: HealthPath TM enables Avnet s business partners to establish themselves as trusted advisors in healthcare and deliver industry-specific solutions that deliver strong returns and meet the needs of hospitals, clinics, surgeries and managed care facilities such as: improving patient care meeting compliance regulations and protect patient information managing the spread of mobile devices with minimal risk balance usability, preferences, security and budgetary concerns. Avnet s scale, investment and experience in the healthcare market continues to open new doors and allows best practice through shared knowledge from within the company itself, its business partners and industry commentators. FinancialPath TM Opportunity: The Financial Services industry accounts for over 57 billion euros* in IT spend for 2013, which is expected to grow at 4-year compound annual growth rate of 2.9% across EMEA from Proven approach: Specifically aligned with the unique challenges and opportunities of the Financial Services market, FinancialPath TM will prepare and position business partners to provide the expertise, strategic guidance and comprehensive datacentre solutions your customers need to meet their business and IT goals such as: meeting regulatory and compliance requirements embracing mobile, tablet, and social computing delivering secure, online customer-facing technology. I would highly recommend it to people who are going to be selling to or working with the financial industry. I think the most valuable aspect of the University is that it s based on the business and the industry, versus the products. We all know the products we have to sell and to offer our clients, but to make us better, it s really important to know what s going on in the industry and what our customers are dealing with. ** GovPath TM Opportunity: The Government sector accounts for over 54 billion* in IT spend for 2013, which is expected to grow at 4-year compound annual growth rate of 1.9% across EMEA from Industry consolidation is driving demand for new ways to manage, store and utilise information. Proven approach: Avnet s GovPath TM Solution is a unique strategic approach that has helped government-specialised resellers realise an average sales growth of over 30 percent. Avnet GovPath TM will enable you to: utilise precise industry data from information powerhouses such as the Government Contract Watch database understand the nuances in government budgets and buying cycles access business-building services to accelerate sales and profitability. As someone with little experience in the Government marketplace, I feel that the course was very effective with the various take-away messages. It allowed me to gain a better understanding of the organisational and structural challenges that must be taken into consideration and accounted for when breaking into the specific Government marketplace. ** *Source: Gartner, Enterprise IT Spending by Vertical Industry Market, Worldwide, 3Q Update Oct 2012

6 Page 6 SolutionsPath TM Overview of Technology Practices MobilityPath TM Opportunity: Already more than a 66 billion euro* market, the mobility and collaboration market is expected to grow at a 4-year compound annual growth rate of 33.5% across EMEA from *. It represents one* of the largest technology market opportunities for Avnet partners. Proven approach: MobilityPath TM will give Avnet business partners the skills to take a solutions based approach to enterprise mobility. It will help partners identify, how to access a high growth market driven by the demand for secure mobility, particularly BYOD, to help enterprises: improve productivity through efficient mobile access to resources improve response times to customers enhance access to information to improve decision making. SecurePath TM Opportunity: The security market continues to expand to fulfil growing customer demand for advanced security solutions. In 2013 the IT spend in security market is expected to be 16 Billion, a 4-year compound annual growth rate of 6.7% across EMEA from *. Proven approach: SecurePath TM has been developed to help Avnet s business partners to expand their capabilities to offer complete, cross-supplier solutions that address core end-customer IT security needs such as: meeting regulatory compliance requirements reducing risk through secure infrastructures gaining visibility and insight into applications and user-behaviour. Companies are facing serious business challenges, including managing organisational risk, safeguarding mobile access and collaboration, proving compliance, and securing virtual and cloud environments. Through its SecurePath practice, Avnet enables its reseller partners to become trusted advisors to their customers. ** StoragePath TM Opportunity: Storage Solutions remain a top priority for most enterprises. Increasing regulations and compliance concerns coupled with unprecedented growth in digital content. The predicted total IT spend in 2013 in this market is 19 billion, it is expected to grow at a 4-year compound annual growth rate of 3% across EMEA from *. Proven approach: StoragePath TM enables Avnet s business partners to deliver strategic solutions, including hardware, software and services that: assist their customers in improving utilisation of storage resources reduce costs through consolidation of disparate technologies support business continuity/disaster recovery imperatives address regulatory issues. VirtualPath TM Opportunity: IT Spend for virtualisation solutions is expected to grow to 6 Billion in 2013, a 4-year compound annual growth rate of 14.1% EMEA from *. Fueling this demand is a wide range of compelling IT challenges that range from out-ofcontrol server sprawl to business flexibility, responsiveness and productivity. Proven approach: Avnet VirtualPath TM prepares and positions you to address customers top virtualisation goals, including: optimise data centre infrastructure improve infrastructure management application readiness for the Cloud reduce carbon footprint. Having no experience with virtualisation prior to this workship I truly feel that I am more prepared than I would have been learning on my own. I am extremely excited by the opportunity I have been presented. ** StoragePath program has been very useful in helping us understand where our storage practice is relative to other partners, and what programs and services we can leverage from Avnet to help take it to the next level. **

7 TM SolutionsPath Page 7 NetworkPath TM Opportunity: Network virtualisation, mobility and security drive the IT spend in Networking Market to be 23 billion euros in 2013, that is expected to grow at a 4-year compound annual growth rate of 6.9% across EMEA from * Proven approach: As virtualisation, servers and server storage increases, networking problems and connection hurdles can present themselves. NetworkPath TM will give Avnet business partners the skills needed to build agile, scalable network architectures that: increase network performance improve application delivery reduce network management overheads. CloudReady TM Opportunity: IDC predicts EMEA cloud computing services will become a 16 billion euro market opportunity in 2013 as companies seek to evaluate their cloud readiness, analyse solution options and optimise datacentre investments. It represents one of the largest market opportunities for Avnet s partners, that is expected to grow at a 4-year compound annual growth rate of 38.7% across EMEA from *. Proven approach: CloudReady prepares Avnet business partners to quickly capture a long-lasting, profitable stake in the Cloud computing market. Use CloudReady to understand your role in the fast growing Cloud market and get ahead of your competition by building your value proposition to help customers: increase business agility with ubiquitous access to information and applications improve financial modelling through consumption based billing reduce capital expenditure and risk. This type of briefing is just what business owners like me require to establish the best platforms for our customers to embrace. To find out how to make SolutionsPath TM work for your business, visit *Source: Gartner, Enterprise IT Spending by Vertical Industry Market, Worldwide, 3Q Update Oct 2012 Oct 2012 and rounded up to nearest 000 then converted to Euros at $0.75 to 1 on Feb2013 **Source: taken from SolutionsPath events in America

8 Avnet Technology Solutions delivers products and solutions in all relevant sectors Computer Components & Integrated Solutions Displays Document Management Technologies Electronic Point-of-Sale Networking & Security Server & Infrastructure Server Based Computing Services Software Storage Unified Communications Virtualisation Wireless and Mobility Avnet Europe Comm VA Avnet Technology Solutions Kouterveldstraat Diegem Belgium Phone +32 (0) Fax +32 (0)

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