Money Involved: Undisclosed
Why It Matters: What, oh what, is distributor Arrow up to in the Avaya channel? Following on its August 2010 acquisition of Shared Technologies -- at the time the country's largest national Nortel solution provider, and one of the top Avaya partners following Avaya's completed acquisition of Nortel's former enterprise unit -- Arrow in May pulled the trigger on Cross Telecom, Avaya's biggest national VAR.
Arrow has been pretty tight-lipped on why it made both moves, especially considering Arrow for years marketed itself as the only enterprise distributor that didn't sell to end users. Cross is managed via Shared, which after its acquisition became a subsidiary of Arrow.