Avnet is a Fortune 500 company and global distributor of electronic components and computer products. Its Avnet Technology Solutions subdivision provides NetApp storage solutions, working through value-added resellers. My job was to convince these VARs that such sales would be profitable and that Avnet would actively help them reach their business objectives. To make the case, I interviewed Avnet SMEs, gathered all of their resources and created a coherent structure for VARs to follow. Recognizing that sales move through different stages, I showed the readers how Avnet can help them at each phase of the sales and service cycle.