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ARROWCEdMA meeting

ARROW Confidential

CEdMA meetingMay 2012

Gaël Salomon – EMEA Training Services Director

Arrow ECS is part of Arrow Electronics

A global provider of products, services and

solutions to industrial and commercial users of

electronic components and enterprise

computing solutions

Founded in 1935Public in 1961Ticket Symbole: ARW(New york Stock Exchange)Headquartered: Melville, NYSales: $21.4 billionCountries: 52

ARROW Confidential

Electronic Components

• Headquartered:Englewood, Colorado

• Sales: $6.5 billion• Countries: 29

• Headquartered:Melville, NY

• Sales: $14.9 billion• Countries: 52

Enterprise Computing Solutions

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EMEA coverage & organization

27 countries are covered through 5 regionsA perfect leverage of local approach and global synergies

Central & Eastern Region

•Germany

•Austria

•Czech Rep

•Poland

•Hungary

•Serbia

•Croatia

•Slovakia

•Slovenia

•Switzerland

Nordics Region

•Denmark

•Norway

•Finland

•Sweden

•Baltics

• Iceland

Western Region

•France

•Belgium

•Netherlands

•Luxemburg

Southern Region

•Spain & Portugal

• Israel, Morocco

•+ 17 countries in NWA

UK Region

•UK

ARROW Confidential

Steve Pearce

VP UK Region

Laurent Sadoun

President EMEA

Eric Nowak

VP Western Region

Julien Peronneau

VP Operations andBusiness Transformation

Laurent Dan Chorna

CFO EMEA

Jesper Trolle

VP Central & Eastern Region

Jorgen Winther

VP Nordics Region

Jean-Loup Desamaison-Cognet

VP Southern Region

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ARROW a Channel Services partnerV

AD

Se

rvic

es • Provide Support &

Expertise around

Technology to

resellers

• Technology &

• Provide Support &

Expertise around

Technology to

resellers

• Technology &

Ch

an

ne

l Ma

na

ge

me

nt

Se

rvic

es • Create & Manage

eco-system on

behalf of vendors

• Recruitment

• Enablement

• Create & Manage

eco-system on

behalf of vendors

• Recruitment

• Enablement

Ou

tso

urc

ed

Se

rvic

es

for

Ch

an

ne

ls • Provide channel

complementary

services to channel

community

(partners and

vendors)

• Provide channel

complementary

services to channel

community

(partners and

vendors)

ARROW Confidential

• Technology & Product expertise

• Marketing & Sales skills

• Integration

• Technology & Product expertise

• Marketing & Sales skills

• Integration

Ch

an

ne

l Ma

na

ge

me

nt

Se

rvic

es

• Enablement

• Development

• Enablement

• Development

Ou

tso

urc

ed

Se

rvic

es

for

Ch

an

ne

ls

vendors)

• Consulting

• Education

• Cloud

• Renewal

• RMM & Support

vendors)

• Consulting

• Education

• Cloud

• Renewal

• RMM & Support

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Recruitment Enablement Develop-ment

Develop-ment

ARROW key strengths to deliver our strategyIBM

Vmware

Citrix

Oracle

NetApp

EMC…

• ARROW “A Channel

#1

A leader

HW

SW

Services

• ARROW “A Leading

Solution distributor,

an unique

ecosystem reach”

Storage

(Data Management)

Virtualization

(Desktop & Server)

Network & Security

Unified

communication

Optimized

1

2

10,000+ customers

ARROW Confidential

Recruitment

•Multi-ecosystem

•Industry focus

Enablement

•Solution approach

•Channel opt-in commitment

mentment

•Cross & Up Selling

•Outpace market growth

• ARROW “A Channel

Management strategy”

• ARROW “An unique

Expertise through

Channel Services

offering”

• Skills/Demo : 15 Technology solutions centers (5000+ demos and POC

yearly)

• Education : 37 training centers (25,000+ students yearly, 100 dedicated

ARROW Experts + 250+ part time int. consultants, 1000+ external

trainers)

• Cloud & Hosting Services

• Installed base management (renewals)

• Financing, Consulting & Support services

Optimized

Organization

• Account

Management,

Brand sales &

Marketing

specialists, Pre &

Post sales experts

5

2

3

How we develop education as a distributorDedicated ERP and

business Intranet

Reaching today Reaching today

the highest the highest With a strong With a strong

focus onfocus on

Education is Education is

part of part of

An unique & exclusive

program for customers

Converting “grey”

in official training

A provenA proven

track of growthtrack of growthAnd a unique And a unique

innovation for innovation for

25 countries covered

90+ classrooms

38 locations

100+ p.

ARROW Confidential 6

Pan-Euro Edu innovative

websites and catalogs

the highest the highest

level of level of

professionalismprofessionalism

focus onfocus on

key vendorskey vendors

part of part of

Arrow ECS Arrow ECS

“DNA”“DNA”

200+ partners on boarded

OverOver--performing performing

the marketthe market

innovation for innovation for

end customersend customers

and others…

One common

branding & go to

market model

Austria

Belgium

Croatia

Czech Rep.

Denmark

Finland

France

Germany

Hungary

Israel

Morocco

Netherlands

Norway

Poland

Portugal

Serbia

Slovakia

Slovenia

Spain

Sweden

Switz.

UK

3 main targets in Education for VADs

End

customers

End customers

Growing country per country

New or new focus Significant

ARROW Confidential 7

End customers

through partners

Resellers Historical

4 things VARs need to hear

Keep out your competition

Lock in your customer

Repeat

• if you don’t sell it somebody else will!

• value add service, a clear differentiator

• through return on

ARROW Confidential 8

Repeat business

High Margin

• through return on investment / customer satisfaction

• incentive discount

5 things VARs are looking after

Large and high quality

training offer

� Value Added image

Margins!

ARROW Confidential 9

Very professional approach (!)

Turnkey & for free

solution

training offer

ARROW Confidential

Gaël Salomon – EMEA Training Services Director

gael.salomon@arrowecs.eu / +33 6 46 82 42 29

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