arrow cedma meeting may 2012 conf 1205... · 2012. 5. 13. · education is part of an unique &...
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ARROWCEdMA meeting
ARROW Confidential
CEdMA meetingMay 2012
Gaël Salomon – EMEA Training Services Director
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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
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2
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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.
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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
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3 main targets in Education for VADs
End
customers
End customers
Growing country per country
New or new focus Significant
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End customers
through partners
Resellers Historical
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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
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Repeat business
High Margin
• through return on investment / customer satisfaction
• incentive discount
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5 things VARs are looking after
Large and high quality
training offer
� Value Added image
Margins!
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Very professional approach (!)
Turnkey & for free
solution
training offer
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ARROW Confidential
Gaël Salomon – EMEA Training Services Director
[email protected] / +33 6 46 82 42 29
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