Arrow Changes Distribution Landscape

By Sara Driscoll  |  Print this article Print


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Arrow's ECS division has launched a midmarket business unit, putting the distributor head to head with Tech Data and Ingram Micro.

Ripples are being felt across the distribution arena today after Arrow Enterprise Computing Solutions Group announced it will launch a new division dedicated to the midmarket.

The ECS Midmarket Group will target VARs who operate in the midmarket sector, offering training, marketing, data analytics to target the right customers and support. The move by Arrow - a mainly high-end distributor pushing downstream into the midmarket space - is likely to be felt by competitors already in that sector, such as Tech Data and Ingram Micro.

"Serving the midmarket has challenged suppliers and VARs for years," said Kevin Gilroy, president of Arrow ECS, in a statement. "We believe this new business model cracks the midmarket code, enabling suppliers and VARs to deliver their solutions to midmarket companies in a profitable, repeatable process."

The unit will offer multivendor solutions, focusing on security, storage and virtualization in vertical industries such as healthcare, finance and manufacturing initially. The distributor will also provide VARs with data analytics and market intelligence in their local midmarket.

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Sara Driscoll began her journalism career at 16 years old on her local newspaper, The Watford Observer. Working part time, she covered a range of beats. Leaving to complete her Journalism Degree at Bournemouth University, UK, Sara then went on to graduate and work for Emap. She began as a reporter on APR, Emap's construction title, being promoted to senior reporter with a year.Sara then joined VNU Business Publications as Deputy News Editor on CRN, the weekly trade title for channel players. She covered industry/business news from vendors, distributors and resellers, product announcements, partner announcements as well as market and trend analysis, research and in depth articles to predict up and coming trends in the sector. She was promoted within a year to News Editor, a year later to Deputy Editor and the following year became Editor. Sara remained editor of CRN for three years, launching the magazine on new platforms including CRN TV and eBooks, as well as several magazine and web site redesigns. She was called on for expert industry comment from various publications including appearing on live BBC news programs. Sara joined Ziff Davis Enterprise as Editor of eWeek Channel Insider. She runs the title in all formats – online up to the minute news, newsletters, emails alerts and events. She also manages the brand of Channel Insider in all formats - events, shows, awards, panel debates and roundtables.Sara can be reached at:sara.driscoll@ziffdavisenterprise.com

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