Independent Software Vendor (ISV) Program

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1 Accelerating Your Success Independent Software Vendor (ISV) Program Partner with Avnet and deliver fully-optimised, pre-integrated solutions to your end-clients. Quickly. Easily. Globally.

2 2 Avnet Technology Solutions Independent Software Vendor Program Recognised internationally as a centre of software excellence, the Irish software industry is considered as being highly innovative, technically expert and commercially adept. In today s competing and challenging environment, the market for software is changing, being reshaped by the emergence of new technology trends and business models, such as Service Oriented Architecture and Software-as-a-Service. The ISV s traditional business model is being progressively replaced by a service-based business and technology model that aims to respond to the growing customer demand for custom-built, flexible, globally accessible, turnkey solutions. The key to a successful transition to this model starts with a strategic relationship with a technology partner. At Avnet Technology Solutions we recognise that these changes to the global software industry create a new environment in which Irish ISV s are uniquely well-placed to operate and prosper. Ireland s strength in the software sector to date has been based largely on domain expertise and technical capability. This new software economy represents a unique opportunity for Irish ISV s to diversify their offerings, serve global markets and achieve multiple revenue streams. Avnet has a program to assist ISVs in the global delivery of pre-integrated and pre-tested solutions, thereby giving Irish ISV s a competitive advantage and more opportunities for sales and profit growth. About Avnet in Ireland Following the acquisition of Horizon Technology Group plc in 2008, Horizon Open Systems re-branded as Avnet Technology Solutions, an operating group of Avnet Inc. representing $16.23 billion revenue in 2009 and a leading global distributor of enterprise computing solutions with locations in 73 countries. Avnet Technology Solutions takes a holistic approach to helping you succeed in your industry by bringing together both the technology and the comprehensive services needed to design and deliver the right solution for your organisation. Avnet Technology Solutions connects its partners to more customers and more solutions. Our comprehensive suite of services and established partnerhips with leading technology providers, ensures that you have the right combination of resources to capture new revenue generating opportunities. Our partners include: Value-Added Resellers (VARs) Independent Software Vendors (ISVs) Original Equipment Manufacturers (OEMs) System Builders System Integrators

3 Independent Software Vendor Program Avnet Technology Solutions 3 How Do You Benefit? Avnet s ISV program is a unique offering enabling you, the ISV, to market and sell your solutions validated and fully optimised to your clients globally. The program provides the opportunity for you to generate increased revenue. Working with a wide range of suppliers, Avnet TS provides the essential hardware, integration, testing and logistics capabilities for the global delivery of a complete solution - thereby enabling you to increase your revenue, while reducing implementation costs by building and optimising the solution locally before shipping the fully tested solution to your client s site. Connect To Expanded Opportunities By partnering with Avnet TS, you gain: Access to industry-leading enterprise computing products Opportunity to increase revenue and margins Opportunity to differentiate your product by providing a fully integrated solution to your clients Reduced risk and complexity by deploying on standard configurations based on industry-leading hardware and software solutions Reduced cost through the in-house provision of a turnkey solution Reduced on-site installation and support resource requirements As a trusted partner, Avnet can assist with export documentation and logistics The transfer of international support and warranty End-To-End Services To ISV s Avnet is committed to innovation and is continually investing in new services to ensure your solutions meet and exceed customer s expectations. From world-class logistics services to front-line assistance and expertise in the field, Avnet provides the end-to-end services that enable your organisation to gain a true competitive edge in your market. Some of the key services that set Avnet apart include: Technology selection and configuration Prototype assistance Benchmarking and performance tuning Opportunity to define and sell turnkey solutions to end clients Solution pricing Supply chain management Integration (bios, firmware and software check and load) Testing Warranty transfer Maintenance enablement Product roadmaps End of life transitions Export capabilities Contact Avnet Technology Solutions For more information and to find out how our ISV program can benefit your business, please contact: COMMERCIAL CONTACT: Ciaran Doherty Sales Director TECHNICAL CONTACT: Stephen Ennis Technical Director

4 4 Avnet Technology Solutions Independent Software Vendor Program Redefining What It Means To Partner As a leading distributor of IT solutions in more than 70 countries, Avnet Technology Solutions improves how technology products and services are defined and delivered to businesses worldwide. From our place at the centre of the channel, Avnet enables solution providers to grow faster with less investment by helping them understand their customers unique business requirements and industry-specific needs and meet both with unified solutions that combine technologies and services, and span supplier lines. Partnering with Avnet is the right choice for ISV s. Account Management Avnet provides dedicated relationship account management, which includes if required taking a desk in your offices to provide hands-on assistance on all technical, commercial and logistical requirements. Dedicated account management Single point of contact for multiple vendor solutions Implementation of global agreements for all vendors Commercial & logistical management Stocking facilities Escalation management Project management Each order is managed as a specific project delivery with the necessary resources, milestones, key objectives and deliverables clearly defined and pro-actively managed through effective and timely project management methodologies. Avnet will engage with your team overseas and the vendor s teams as required for example, Avnet provides a local relationship touch point for the US Sun team. Technical Pre-Sales Support A Technical Account Manager (TAM) specialist is assigned to the ISV to provide technical expertise. Acting as a named single point of contact to manage all of your technical requirements, the TAM is a tailored service package that includes proactive services for both pre- and post- sales assistance. Their role is to understand your business goals, technical requirements and your client s environment and potential constraints. This ensures that the most effective, flexible architecture is designed to maximise the benefits of your solution. The Technical Account Management package can be customised according to your needs, but typically includes the following services: Single point of technical contact Solution design and bid support Assistance with customer proposals and technical presentations Technology update sessions (formal and informal) Skills transfer Performance and tuning advice and recommendations On-site environment review Installation planning Installation & platform optimisation Assistance with education planning Develop deep and trusting relationships leading to trusted advisor status

5 Independent Software Vendor Program Avnet Technology Solutions 5 Integration Services Many ISV s recognise the benefits to themselves and their customers from having common repeatable platform builds. Customers are increasingly looking for turnkey solutions with the ISV having to take on responsibility for more than just their application. With our certified engineers, we can help you deliver completely engineered and customised solutions in a timely and cost-effective way using repeatable platform builds. Our Integration Centres give ISV s the services they need to pursue new markets or product lines. Services include: Pre-sales support and validation of configuration Production, testing of designs and assembly of systems Integration to customer specifications Software loading and bundled applications Custom technical documentation Reseller training and support. Avnet has a local Integration Centre in Dublin and this is augmented by centres in Belgium and Phoenix, USA. In addition, Avnet has a centralised European Distribution and Integration Centre in Tongeren, Belgium. Logistics & Finance Services In addition to local account management and technical account management, Avnet provides business support in the areas of finance and logistics: Complete supply chain management Risk and credit management Stock Management Continuity of people management and infrastructure European Integration Centre The Avnet TS Tongeren (Belgium) location currently operates as a fully functioning 430,400 sq. ft. warehousing facility incorporating the European Integration Centre. This facility supports Avnet EMEA and provides integration services and delivery capability across Europe. The Avnet Tongeren facility has an Inventory Management system in place which is used to manage all products within the warehouse facility. The facility typically has in excess of 25M in stock from leading technology providers. This provides total efficiency within the warehouse operation and seamlessly integrates the inventory, warehouse, and integration process for timely and effective product distribution. The Avnet TS Tongeren location has the integration staff and capabilities to shorten cycle times and reduce costs. It offers configuration and integration capabilities. Experienced vendor certified product engineers can help deliver complete engineered solutions in a timely and cost-effective manner. Americas Integration Centre Avnet s Global Solutions Centre in Arizona showcases our commitment to invest in the most up-to-date integration and logistics capabilities. This state-of-the-art centre has the capability to build and ship over 700,000 systems annually to meet integration requests of any scope, quickly and effectively. Facility facts: 118,000 square feet of warehouse space available to store product for ongoing production 45,000 square-foot Integration Centre with over 125 technicians Green features, including occupant-sensing lighting technology and energy-saving building design Dedicated inbound receiving and outbound shipping areas for fast and efficient receipt of products and shipping to customers 3,000 square-foot First Article lab Repair depot For more information, please visit: Asia Integration Centre Avnet has recently opened an integration centre in Asia to cater for the growing demand for Avnet services in the region.

6 6 Avnet Technology Solutions Independent Software Vendor Program Project Engagement There are a number of different engagement models which can be implemented subject to your requirements and the location of your clients. With sales operations in 73 countries, we can ensure that the best commercial and technical assistance is provided to reduce complexity and mitigate risk. We recommend regular project meetings to review progress of projects to date and to ensure that the appropriate resources are in place to deliver projects on time and budget. Avnet will work with multiple vendors to architect the most effective solution, thereby minimising the workload and simplifying your commercial engagement. Education & Training Services Avnet is the only Authorised Sun Education Centre (ASEC) in Ireland and delivers Sun learning services from our Dublin location and on customer site. More details can be found at: Escalation We will help define the appropriate engagement processes and define a set of Service Level Agreements (SLA s) with the necessary escalation procedures for all key functional delivery areas: sales, technical, finance and logistics. SLA s will be defined for request for quotes, technical queries, shipping enquiries and DOA s. Relationship Driven Avnet has built strategic relationships with global leading technology suppliers and best-in-class solutions providers, including emerging market innovators. Avnet s dedication to superior service and excellence has yielded strong relationships with key well-established leaders. Avnet will leverage these relationships to your benefit. By partnering with Avnet, you gain access to an expanded product range from world-class leading vendors including Oracle/Sun, IBM, Juniper, F5 Networks, VMware, Commvault, AMD, Intel and Symantec and access skills and resources in areas such as storage networking and virtualisation, wireless & mobility.

7 Avnet Technology Solutions product and solution offerings include: Computer Components Displays Document Management Technologies Embedded Solutions Networking & Security Server & Infrastructure Server Based Computing Services Software Storage Unified Communications Virtualisation Wireless & Mobility Avnet Technology Solutions 14 Joyce Way Park West Business Park Dublin 12 Ireland T +353 (0) F +353 (0)

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