Case study: Arrow ECS

Arrow ECS

Field

Background

  • One of the world’s largest IT distributors
  • Part of US-based Arrow Electronics, a global provider of electronic components and computer products
  • £600m TO in UK
  • 80+ vendor alliances

The Objective

With a significant annual event on the horizon, focussed on enabling partners to more easily sell cloud services, Arrow ECS wanted to create some collateral that would explain how partners could work with them to develop their cloud capability.  They also wanted to try and use their own journey to the cloud as something partners could harness in their sales efforts.  Their cloud value proposition needed to be understood and then explained, so partners could identify this as an advantage of working with Arrow versus competitive distributors.

Our Involvement

We hosted a workshop with key Arrow stakeholders involved in both their customer-facing cloud services business and their own IT team to better understand how they would work with a partner, what cloud services Arrow had chosen to use and why, and indeed how this experience could benefit a partner.  We used the input from the workshop to help us build two important items of collateral – an overview of Arrow’s cloud programme and an infographic explaining their particular cloud ‘story’.

The Results

The collateral clearly articulates the value of a partner developing their cloud services with Arrow, and how over time they can mature their offering with Arrow’s help.  The overview was made available at the event and the infographic was used extensively across social media channels in pre-event marketing.  Both have contributed significantly to the recruitment of partners into their cloud programme. The infographic in particular has been so well received it is now being used by Arrow in the US and other global territories.

 

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