Arrow Adds IBM ISS and Healthcare Expertise

Arrow Electronics enterprise computing solutions group Dec. 6 announced it will distribute IBM Internet Security Systems solutions and has added in-house health care expertise to help resellers servicing midsize health care customers.

The addition of the ISS solutions rounds out Arrow ECS’s portfolio of solutions aimed at midmarket customers, announced Nov. 12.

According to Arrow ECS’ research, the midmarket identified security, storage and virtualization as its top three concerns. Mark Taylor, vice president of Arrow’s midmarket program, said IBM’s ISS was a natural fit both for the distributor and the needs of the midmarket space.

“We already have a strong security practice, so that was a core piece of our midmarket push,” Taylor said. “ISS gives us the ability to deepen the portfolio for our partners.”

Read more about Arrow’s push into storage.

IBM said its ISS proactively shields networks from online attacks to protect business assets and can play an especially important role in areas such as health care, the companies said. Healthcare resellers can use IBM ISS to protect their customers’ patient data, ensure network uptime and meet HIPAA compliance requirements, the companies said.

The addition of in-house health care expertise gives Arrow ECS’ partners access to training and support services that will address their customers’ unique needs, Taylor said.

“With ISS, our partners can create solutions that address data security, retention, compliance, clinical workflow and storage virtualization,” said Robert Spee, director of marketing for Arrow ECS’ midmarket programs.

IBM said ISS was previously distributed through a sales model of distributors, direct to resellers and direct sales. IBM ISS is currently available from Arrow ECS, but the distribution deal is not exclusive, said an IBM spokesperson. In fact, sources inside Ingram Micro said the distributor is currently in talks with IBM to distribute the ISS product.

Arrow is also updating its fourth quarter 2007 earnings per share guidance, after it said in a statement an employee revealed quarter-to-date sales numbers.

The company previously stated it expected EPS to be in the range of 90 to 95 cents per share. The revised guidance states the company expects it to be in the range of 92 to 97 cents.