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CRN Exclusive: Arrow President On New IoT Partner Program, Pursuing Tech Data-Avnet TS Solution Providers

Arrow President Sean Kerins discusses the benefits of a pure-play specialty distribution model when competing for partners and the company's upcoming program focused on industrial IT and IoT.

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What do you feel the value is of Arrow now being the only global pure-play specialty distributor?

The big question in many of their minds is the uncertainty I referred to. What happens when value meets volume? Does value continue to serve them in the way that they have come to enjoy? Or is the value-enabled model eroded because it's now basically sitting in the hands of a bigger and different business model? What it's done is really brought a better and sharper distinction to our model in the value space. We are now the only pure-play, value-based distributor of multinational scale. And as solution providers evaluate their routes to market, they have to start to think about one selling motion versus another.

 
 
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