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Arrow ECS' Channel Development Programs -
'Grow. With the Leader.' is More than a Marketing Slogan
As reflected in its tagline, "Grow. With the Leader," Arrow Enterprise Computing Solutions is committed to helping resellers grow their business faster than the market and faster than the competition. Arrow ECS provides a variety of channel development programs that help resellers run and expand their business.
"Channel development is a key element of Arrow ECS' channel management model, an approach that positions us to fully manage our suppliers' distribution market," said Andy Bryant, president of Arrow ECS. "Through channel development support, we act as a business advisor to our resellers, working with them to develop a roadmap for continued growth."
Arrow ECS' channel development programs support the business needs of its resellers through training and education, business development, financing and engineering. For example, Arrow ECS' Finish First enablement program helps newly established North American EMC resellers achieve the fastest route to market by providing them with customized 30-, 60- and 90-day ramp-up plans.
Through the Finish First program, Arrow ECS assists resellers with securing the necessary accreditation and compliancy certifications, executing on marketing programs to generate leads, becoming familiar with preparing sales quotes and configuration proposals, and completing presales and engineering courses to increase their expertise.
Georgia-based reseller Sovereign Systems participated in the Finish First program and saw its revenue double each of its first six quarters. A startup when it joined the program, Sovereign Systems now qualifies as one of EMC's "focus partners," the premier status in EMC's channel structure.
"We went from a startup with no revenue and a limited pipeline to meeting our first quarter and annual revenue goals," said Matt Cadogan, managing partner of Sovereign Systems. "We were just pursuing opportunities where we could find them. Arrow ECS gave us the strategies and tools we needed to get off the ground and grow our business."
Arrow ECS offers similar programs for small and midsize resellers representing other supplier lines as well. For instance, Arrow ECS' North American MOCA Group, which supports Sun Microsystems resellers, provides customized marketing, training and business development assistance through its emerging reseller program to help "Associate"-level resellers in the Sun Partner Advantage Program increase their Sun revenue growth and gain additional certification levels for Sun solutions. The program includes tailored enablement services and guidance on Sun's programs and tools to help them maximize their sales opportunities and build relationships with Sun's sales and marketing teams. Also, Arrow ECS develops and executes demand-generation campaigns, customized for each reseller, that promote various Sun solutions to help resellers target new markets. The demand-generation campaigns are free to resellers through the program.
Through the IBM Accelerator Program offered by Arrow ECS' U.K. office, DNS Arrow, resellers receive fully funded support from the distributor and IBM to help them establish an IBM Midrange Storage business. Through the program, resellers receive technical, product and sales training; telemarketing and lead generation support; marketing collateral; and product rebates. Each reseller is assigned a dedicated DNS Arrow business manager to help them through the program.
In addition, Arrow ECS' BladeMasters program helps North American resellers grow their HP BladeSystems business through technical, educational, marketing and presales support. Resellers enrolled in the BladeMasters program receive access to technical support; presales tools and expertise; education and certification opportunities; targeted funding and demand-generation services; and access to Arrow ECS' solution center for configuration and demonstration support, among others. The program helps resellers gain expertise and resources that increase their arsenal of sales tools and extend their market reach.
Arrow ECS supports the business needs of resellers by providing a variety of financing services that help them access capital and close more sales as well. As a part of a $16.8 billion company, Arrow ECS is better positioned to negotiate lower rates for financing programs and offer more creative solutions than resellers typically can do on their own. Arrow ECS offers captive leasing programs for IBM and HP solutions, as well as its own private-label program, which have 30-, 60- and 90-day leasing deferment options. Escrow accounts, prepayment options, joint purchase orders and several other financing solutions are available for resellers as well.
Arrow ECS has a proven record of leadership in financing programs for resellers. In 2008, it was recognized with a prestigious IBM Beacon Award in the "Outstanding Financing Program in the Americas Group" category. It was the first distributor to offer private-label financing for resellers, and it was at the forefront in discussions with HP and EMC to enhance their channel financing programs through distribution.
"In this economic environment, it is critical to arm our reseller partners with effective financial offerings and procurement options," said Dan Geelan, director of EMC Global Financial Services, North America. "The Arrow ECS partner financing team is a valuable partner to EMC Global Financial Services. Their leadership in providing focused quoting resources and financial selling education to EMC reseller partners has proven to be a formula for success."
Training and certification support is a key area of support that Arrow ECS provides also. Many suppliers have significantly reduced or completely eliminated programs to assist resellers with securing necessary certifications to sell and support their products, so Arrow ECS offers numerous programs to help resellers train and certify their team.
Arrow ECS' May Days conference is one of the distributor's largest and longest-running training and certification initiatives. Held annually for the past 13 years in Indianapolis, May Days is a five-day event offering certification testing, training seminars and educational sessions for resellers who sell IBM and related solutions. Since 2004, more than 4,200 sales and technical certifications have been passed through May Days.
The Arrow ECS PowerTrack event is held annually in September to certify HP resellers as well. Arrow ECS' HP Group offers certification tracking and analysis to help resellers identify courses and accreditation needed to keep pace with current technology offerings, expand their expertise and attain a higher status in HP's partner program.
Arrow ECS offers programs and services to help resellers with running nearly every aspect of their business. Contact your Arrow ECS sales representative to learn more about these programs and many other channel development programs that are available to resellers.
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