CRN Exclusive: MobileIron Taps Arrow Electronics For North American Partner Distribution

MobileIron’s entire product portfolio will be sold through Arrow Electronics in the mobile device management company’s first North American comprehensive distribution agreement.

Mountain View, Calif.-based MobileIron touted the distribution agreement as a way to grow itschannel program's breadth and depth, as well as becoming more efficient in its sales operations.

’This partnership will help us build a more mature model with an experienced distributor,’ said Barb Huelskamp, vice president of worldwide channels at MobileIron. ’When I look at what I expect out of this relationship, we want to see efficiency and we want to improve our channel go-to-market strategy… Arrow will help us do that in scale.’

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While MobileIron has had previous individual distribution agreements in place to help specific partners’ needs or in other regions, the company has never had a comprehensive distribution agreement across its North American partner base.

As of Thursday, all partners will be welcome to transact through Arrow, and also given the option to stay direct. Many MobileIron partners have existing relationships with Arrow, stressed Huelskamp.

In terms of technology, Arrow fits into MobileIron’s strategy through its mobile platform, including product innovation, accessory products, unified communications, energy management and mobile infrastructure solutions.

On the other end of the spectrum, Arrow also features Empower Secure Enterprise, a complete security solution that includes identity and access management, information protection and control, and vulnerability management.

But beyond a strong integration with Arrow’s existing product expertise, Huelskamp pointed out another aspect of Arrow that would benefit the mobile device management company: resources to help grow its channel.

Peter Coddington,CEO of Baltimore-based ​PaRaBal, a MobileIron partner, applauded the announcement as indicative of the vendor's continuing support of its channel.

"This is a good thing for all partners…. Sending out quotes and getting pricing quickly to partners has to be centralized through one origin, so this really shows MobileIron’s commitment to its channel," he said.

Huelskamp stressed that MobileIron’s channel partners fall into two groups: VARs with a strong background in security and mobility that understand the challenges customers face, and those that tout legacy technology and know there’s a benefit to mobile security but may be less experienced.

’Arrow knows how to support this market of partners, and can help our existing mobile security partners as well,’ she said. ’Many of our channel partners already have a relationship with Arrow. They can help with building support.’

On Arrow’s end, partnering with MobileIron for distribution will help the company continue its efforts of diving into the mobility and security segments, said Dan Shea, vice president of enterprise software for Arrow’s Enterprise Computing Solutions business in North America.

’Mobile security is becoming increasingly important as the number of mobile devices within the enterprise continues to proliferate,’ said Shea. ’Arrow’s collaboration with MobileIron will provide our customers with the mobile security solutions they need to keep their entire networks safe.’