Smart Infrastructure Meets Scalable Distribution

At Dell Tech World, innovation and partnership are front and center as Dell Technologies continues to lead in infrastructure solutions. Arrow, Dell's largest North America distribution partner for infrastructure solutions, has been working closely with Dell since 2002. Eric Barnhart, VP, Sales, Arrow ECS North America, shared insights on their long-standing partnership and the keys to their success. Arrow's success with Dell is rooted in alignment and mutual expectations for innovation and execution. As the aggregator of choice for hybrid cloud and AI in the mid-market, Arrow's goals align perfectly with Dell's go-to-market strategy. This cultural and strategic alignment has fostered a strong, trust-based relationship. Arrow's Engineering Support and Solutions Centers, with labs around the world, play a crucial role in accelerating Dell partners' go-to-market strategies. These labs, managed by over 200 solution architects and sales engineers, provide a unique value by enabling partners to demonstrate Dell's differentiated solutions and create tangible outcomes.

ArrowSphere, Arrow's customer engagement platform, simplifies transactions and lifecycle management for Dell partners. With intuitive modules for deal registration, configuration requests, cloud consumption, multi-cloud billing, and more, ArrowSphere streamlines complex processes. The platform's AI agent enhances efficiency by providing natural language support for reporting and inquiries. This comprehensive approach has positioned Arrow as a leader in the industry, earning them the title of Dell's 2025 North American Distribution Partner of the Year.

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