Arrow Electronics Launches ISV Growth Initiative for IBM iSeries

Business Wire, Dec 13, 2005

ENGLEWOOD, Colo. -- The Support Net Division of Arrow Electronics, Inc. (NYSE: ARW), one of the largest value-added distributors of IBM enterprise products and integration services, announced today Smart Shuffle, a business development program designed to increase IBM iSeries server sales by expanding the solutions Arrow's iSeries resellers take to market.

The Smart Shuffle program, an adjunct to IBM's "iSeries for Innovation" program, is an Arrow-led independent software vendor (ISV) growth initiative that will expand business development opportunities to Arrow's iSeries resellers. This program will focus on further developing resellers' solution portfolios with prominent ISV partners in order to grow the reseller's iSeries business. By broadening their solution portfolios, Arrow's iSeries resellers will realize new sales opportunities with existing customers as well as new customers. Ultimately, the addition of new solutions will lead to additional value-added enhancements (VAEs), which are required to sell IBM hardware. Arrow will educate its resellers that VAE certifications provide value beyond meeting IBM's requirements; they provide business development opportunities to help iSeries resellers increase sales.

"The Smart Shuffle program is another example of how we provide clear and actionable business development programs to our resellers," said Eric Williams, vice president, Support Net Division. "We are helping our resellers increase their capacity to deliver IBM solutions to their customers and subsequently, increase their revenues."

As part of the Smart Shuffle program, Arrow will sponsor linkage events at which ISVs will present their channel development programs to iSeries resellers. This will enable iSeries resellers to more easily identify and initiate discussions with ISVs that share similar business development goals. By partnering with ISVs, Arrow's iSeries resellers can offer complete iSeries solutions that will help them gain additional revenue and grow their business. Once these new relationships are solidified, Arrow is offering its iSeries resellers and their new ISV partners marketing programs and planning sessions to launch the new venture.

"We appreciate the continued investments Arrow makes for its iSeries resellers and our ISV initiatives," said Tim Kinney, director of iSeries Channel Sales, IBM. "By forging new relationships with ISVs, Arrow's iSeries resellers will be empowered to sell complete IBM solutions that simplify IT environments."

About Arrow Enterprise Computing Solutions

Arrow Enterprise Computing Solutions (ECS) is the global business group of Arrow Electronics, Inc. (NYSE: ARW) that provides enterprise and midrange computing products, services and solutions to value-added resellers, system integrators, and independent software vendors (ISVs) in North America and Europe. Based in Englewood, Colorado, ECS connects its customers to an exclusive network of the world's foremost technology suppliers, including HP, IBM, Sun Microsystems, EMC, NetApp, and other leading storage networking, software, and security suppliers. Arrow Electronics reported $2.6 billion in worldwide computer products sales in 2004. Visit ECS at www.arrownacp.com.