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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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How have partners adjusted to major technology changes?

Historically, the traditional 'reseller' term suggested companies that just resold products. I think the term 'solution provider' is much more appropriate for where we all sit today in the marketplace because IT solutions in these enterprise environments are very complex. Being able to understand customer requirements and then stitch together the right piece parts of a complete solution is not an easy chore. These are sales campaigns that take months, not weeks, and sometimes quarters, not months. Being able to enable them throughout can be challenging as these campaigns take a variety of twists and turns is one of the hallmarks of what I think has been our consistent capability throughout this journey. But as a result, solution providers that participate in multivendor markets are drawn to our capabilities.

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