HDS partners get schooled in sales
Avnet (NYSE: AVT) has opened the doors to the first Sales University in EMEA for Hitachi Data Systems (HDS) to help VARs introduce the vendor to customers.
The UK-based programme, which signals the beginning of a worldwide roll-out of training initiatives, is designed to complement the vendor’s existing two-day technical training course, a pre-requisite for all new resellers who want to include HDS in their portfolio.
“We wanted to build on the success of the technical training programme and extend it to encompass all elements of the sales process,” explains Mike Fearon, Hitachi Data Systems business manager, Avnet Technology Solutions UK. “In this way, our business partners are fully equipped to maximise the potential of Hitachi Data Systems technology and tap into the burgeoning demand for complete solutions that address the IT and business challenges facing companies today.”
The Sales University is aimed at all levels of sales people engaged with selling HDS products and covers everything from market drivers, understanding the buying cycle, how to influence the decision-making process through to developing a proposed solution and then presenting it to a prospective customer.
VAR Viadex took part of the pilot programme. It wanted to introduce its nine-strong sales team to HDS and kick-start an ambitious business development plan. Says
Dan Hayden-Hammond, head of sales, corporate and SMB at Viadex: “The feedback from our sales staff following the recent training has been very positive, from experienced sales people relearning the sales basics that often get forgotten, to our new junior sales staff who loved the interactive whiteboard sessions and learnt a different way to sell.”
Avnet plans to run the Sales University as open courses for all HDS partners once a quarter. It says it also intends to adapt the course content to meet the requirements of both commercial and public sector organisations.
Jon Gillies, director, distribution sales EMEA, HDS adds: “Customers are looking for partners that can provide more than just technical expertise. This means it is essential for the people we entrust to sell our solutions to be armed with the right commercial knowledge that will enable them to create high value, practical solutions that deliver tangible business advantages.”
