Bull`s Eye Awards: Distribution Executive of the Year
Andy Bryant, Arrow
Andy Bryant has led Arrow’s computing division, now known as its Enterprise Computing Solutions group, for a decade, bringing his 26 years of technology industry experience to bear on the challenges that face today’s vendors and solution providers. And those challenges haven’t been small in 2009. Faced with a collapsed credit market, retracting IT budgets, double-digit declines in revenue and a generally gloomy outlook, 2009 was one of the toughest years technology executives have faced in a long time.
Bryant greeted the year with the grace and experience of someone who has worked in the technology space for a long time. With a pragmatic approach about what was possible during a downturn, Bryant acknowledged that the downturn was driven by the financial markets and they would have to return to normal before sales in the technology industry could return to normal. Because of that, IT decision makers would have a tougher time ahead, having to prove three-to-six-month ROI to corporate executives.
At the same time Bryant recognized the need for suppliers and resellers to move closer to what he calls a "channel management" model – one where Arrow works more closely with suppliers to develop the mutual reseller community.
For resellers, Bryant said, that means helping them grow their businesses faster than the market and faster than the competition by assisting them in finding a niche and providing enablement services to support their growth. For example, the company sought to help resellers reach out to industries such as health care, manufacturing, financial services, wholesale/distribution, professional services and government.