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George S. Patton would have been a monster in the IT channel. He was brash and outspoken, but behind that rugged warrior veneer was a hardened, calculating strategist who knew how to make plans in the war room and translate them into action in the field. If Patton were at this week’s Avnet IBM Partner Summit in San Antonio, he would’ve recognized the excellence in planning and execution demonstrated by the Avnet Trusted Advisor Award winners.

This year’s summit recognized the success of four solution providers participating in the SolutionsPath program for government, health care, security and virtualization:

> Provista for GovPath
> Software Information Systems for HealthPath
> Broadleaf for SecurePath
> E-Safe Technologies for VirtualPath

It’s the first time Avnet has recognized the outcome of this program designed to provide solution providers with the skills and structure to succeed in specialty domains. Avnet introduced the SolutionsPath program to give solution providers training and planning assistance to develop vibrant and successful domain practices. The program instills the knowhow and skills for structuring a consultative technology programs based on industry benchmarks, best practices and technical expertise. Avnet provides participating companies with support in developing business plans and devising practice and market development roadmaps.

The payout for these solution providers’ efforts and commitment to the SolutionsPath principles and program are evident in their performance.

>> E-Safe Technology is reporting substantial gains in virtualization and health care practices as a result of its involvement with the SolutionsPath program. The company attributes its conversion of new customers to the best practices provided by the Avnet program.

>> Provista saw a 10 percent increase in its sales and revenue in its public sector practice following the completion and continued involvement with SolutionsPath.

>> Software Information Systems says SolutionsPath gave it a deeper understanding of its health care customers’ business problems, and the ability to respond with appropriate solutions that lead to consistently strong sales.

>> Broadleaf is doubling its IBM business through Avnet with the training and expertise in security gained through the SolutionsPath program.

The great thing about SolutionsPath is it’s not a template, but rather a transfer of knowledge. Gen. Patton famously said, “Good tactics can save even the worst strategy. Bad tactics will destroy even the best strategy.” Old Iron Guts knew commanders need a good plan before going into battle, but they also need intuitive skills to adapt to their plans and execution to changing conditions in the field. Football coaches do the same thing every Sunday; they hit the gridiron with a plan that’s quickly changed after the first few plays, reacting to the opposition. SolutionsPath provides Avnet-IBM partners with knowledge, understanding and ability to design a overarching strategy and adaptable field execution.

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Lawrence M. Walsh is CEO and president of The 2112 Group, a technology business advisory service that specializes in optimizing indirect channels and partner relationships. He’s also the executive director of the Channel Vanguard Council, a thought leadership group and advisory committee to CompTIAon channel issues. He is the former publisher of Channel Insider and editor of VARBusiness Magazine. You can reach him at lmwalsh@the2112group.com.