To assist resellers with identifying new customers and pursuing new markets in high-growth verticals, Arrow Enterprise Computing Solutions is building a portfolio of business intelligence offerings.

Incorporating data from market research studies, territory analyses and historical sales data, Arrow ECS can produce highly targeted prospect lists of companies in vertical markets that are of interest to resellers and are in their target geographies. These services benefit resellers by:

• Helping them and their customers to be better informed when making strategic business decisions
• Improving the effectiveness of marketing and campaign management
• Enabling resellers to identify new customers and untapped demand

Arrow ECS’ services include data cleansing, a process of aggregating data and removing duplicates from disparate sources into a single list; data visualization, which presents historical sales data and prospect lists through graphics and charts; and business development consulting based on business intelligence and market trend data.

Business intelligence services are currently available through Arrow ECS’ MOCA Group, which represents Sun Microsystems, and Arrow ECS’ Midmarket Group through the MPower Midmarket Partner Program. This month, Arrow ECS announced the expansion of its Operation Market Share program, an initiative to help resellers identify government customers for Sun Microsystems products based on business intelligence services.

Launched in September 2008, Arrow ECS’ Operation Market Share program helps resellers gain additional sales promotion benefits through Sun’s New Business Incentive and New Business Rebate programs. Sun will pay resellers both upfront discounts on products and rebates on purchases for new Sun customers. Arrow ECS’ Operation Market Share program assists resellers by targeting companies that haven’t purchased from Sun before or haven’t made any significant Sun purchases in recent months.

Sun’s New Business Incentive and New Business Rebate programs were recently extended to include new customers in the public sector. Arrow ECS provides resellers with business intelligence data identifying government agencies that would qualify as new customers under Sun’s programs, and detailing those agencies’ projected information technology budgets, key contacts and IT spending history. In addition, Arrow ECS reviews its resellers’ historical sales data to identify agencies that resellers may more easily pursue based on relationships with related organizations.

The MPower gateway, a part of Arrow ECS’ MPower Midmarket Partner Program that was launched in April 2008, provides resellers with valuable data analytics and market intelligence to identify the most promising business opportunities within a specific geography, solution area, and vertical industry. Arrow ECS offers three levels of participation in the MPower program – “Partner,” “Premier” and “Platinum” – each enabling resellers to sell midmarket-customized solutions, with the higher levels providing more access to market research and support teams. There is no fee to join the program, and partners begin receiving benefits immediately via an online portal that provides instant access to a broad range of MPower services and resources to support their business efforts with midsized companies, from prospecting to training and implementation. MPower includes many online resources, which resellers can use to build a comprehensive understanding of market conditions and trends. In addition to solutions, enablement, and marketing services, it offers all the tools resellers need to target the most profitable solutions and markets.

 For more information about Arrow ECS’ business intelligence services, please contact your sales representative or send an e-mail to corporatecommunications@arrow.com.