Enable

Arrow has a network of Business Development Managers (BDMs) whose focus is to help new partners become enabled and ready to resell IBM products and solutions. These BDMs have a detailed onramp process they use to bring a new partner to Arrow and IBM and set that partner up so they can begin successfully selling IBM products. The BDMs explain everything a partner needs to know to be successful reselling IBM including:

• Getting partner set up with IBM BP contract
• Helping partner to get IBM training and certification
• Setting up credit and financing options for partners
• Showing partners how to leverage the combined IBM and Arrow team and resources in order to get ramped up quickly

Once the BDMs have helped a new partner get integrated into the IBM and Arrow families, the partner is then assigned an Arrow Client Representative. The Client Representative’s job is to keep the partner up to date with the latest information about IBM and Arrow including information on programs, promotions, offerings, marketing assistance, financial assistance and much more!

Supporting the Client Representatives is a group of product specialists for each brand. These specialists are experts on their specific product and are responsible for assisting partners with:

• Product information
• Competitive information
• Program and promotional information
• Guidance to partner on how to position, price and market IBM products and solutions

Also supporting each partner is an Arrow inside sales team. This team acts as the
day-to-day contact point for the partner.

To start selling XIV, Storage or any other IBM product, please contact our Business Development Team representatives regionally. For the West, please call Lisa Lynn, 440-498-5318; for the East, call Angelique Chappelle, 770-625–7634 and for the Central, call Brian Shorter, 317-735-0264.