Arrow is aiming to help vendor and reseller partners take more advantage of cross-sell opportunities with the launch of a tool that creates ready-made technology bundles.
When VARs use the distributor's new Solution Station website to find quotes for a certain technology, it will recommend products that are often sold alongside it. Dave Ellis, director of strategy at Arrow ECS UK and Ireland, claimed that many VARs end up "leaving money on the table" because they may not be aware of opportunities to sell complementary wares.
"The phones are ringing, you get asked to provide a quote and you do so; the markets are moving very quickly and vendors are bringing new technologies out. It is hard for a partner to keep track of everything," he explained.
An example cited by the distie giant was suggesting VARs team software-defined storage kit from Pivot3 with VMware technology. Ellis claimed that Solution Station was developed the help of Arrow's vendor partners, and that the site could help open new doors for manufacturers.
"The vendors have been involved in this and they see the value in it," he added. "Working with other vendors allows them to get into a more solution-oriented sell, and it can take them into new markets they may not have been able to get into before."
Not all of Arrow's linecard is covered by the site at present, although Ellis claimed that "over time it will be extended and expanded with other vendors".
Also featured on the tool are updates about programmes and a loyalty scheme, which VARs can use to exchange points for rewards including technology and holidays. Users can also request their own items by entering an ID number from Amazon's UK store.
Ellis added that Solution Station will also help the channel engage with vendors they may not have worked with before by providing all the relevant information on accreditation and partner schemes, as well as potential fulfilment partners.
"It is all about helping our partners open up other opportunities," he explained. "There will be information around training, around partnership programmes, and how they can engage with that particular vendor."
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