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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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Why do you think being the only multinational specialty distributor matters?

I still think that, in the world of IT, there's a vast market for things that are complex. I go back to IT that must be sold; it can't simply be bought. And when it needs to be sold, you need the kind of specialization that we can bring to bear either around suppliers, around categories, increasingly around solutions, and then certainly around the transition to the cloud. There are other distributors with other business models that are not in the position to specialize to that same degree, and I think our track record has demonstrated that we've been able to prove that it's a model that the market still values. In some ways, the track record speaks for itself.

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