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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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Is a pure-play specialty model superior to having broadline and specialty under one roof?

I'm more interested in our strategy and what it takes for us to continue to execute. I'm convinced there's a large market for value-based, complex, IT solutions, and we're going to stay focused on that sold-versus-bought space. I can't really speak to other distributor decisions as to whether it makes sense to blend value and volume. We've chosen to stay in the value lane, and we're committed to that, which probably tells you what you need to know about whether we'd go down a similar path.

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