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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 do you feel you stack up against Tech Data and Avnet TS from a pricing perspective?

In general, we don't compete on price. We compete on capabilities and value. I don't get into price-per-Gigabyte kind of assessments and comparisons. What I do focus on with our suppliers and our channel partner customers is how we can enable them to be successful, and that ultimately is what sets a value model apart from a broadline play. And so the pricing question in this context probably isn't valid.

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