Avnet Gets SMART With Lead-Generation Program That Helped Boost Parent Company's 3Q Revenue

摘要

For quite a few vendors and distributors, converting sales leads into actual business for the channel is almost as difficult as changing lead to gold. Many have tried, but few have succeeded. Avnet Hall-Mark, however, may have a secret formula on its hands with its SMART marketing program. The enterprise distributor recently announced that its lead-management system helped its reseller customers close $165 million in business over a 15-month period. It's no coinci- dence, either, that parent company Avnet announced a stellar third-quarter performance this spring with a 17 percent jump in revenue and an eye-popping 1,700 percent improvement in earnings.