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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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Where do you feel you are in that software transition process?

I think our track record tells a pretty good story in that regard. I think we've put ourselves in a pretty unique position. We've got just years of experience and a substantial install base in the marketplace in the medium to large enterprise environment. And that environment is all about complexity. And where IT is complex, you need a selling motion that enables solutions to be sold versus things that can be simply bought. … We've made great progress. I think we've at least kept pace with the market, if not exceeding it in some cases. And I would say that we have certainly set ourselves apart from the competition.

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