The global technology company Arrow Enterprise Computing Solutions provides services for distribution, consulting and utilizing intelligent channels to major global technology manufacturing companies and channel partners.
The services provided by Arrow fuel companies’ growth, enable them to operate effectively and help them see through changes required by the markets. As a wholesaler, Arrow faces some unique challenges. Business Development Director Tomi Äikää says that Arrow wants to provide their partners and retailers relevant information regarding the end customer. This is made difficult because the customers of Arrow’s customers don’t necessarily know Arrow, Mr Äikää points out. Nonetheless, this is necessary for Arrow to serve its retailers as well as possible and to help them find new sales opportunities.
Getting to know the market through research
Arrow wants to collect more in-depth relevant customer data to support retailing. This is the point where M-Brain’s experts came to Arrow’s aid by charting out Finnish companies’ present IT solutions and future IT needs. The results of the research were quickly published at Arrow’s Cloud Summit where a representative from M-Brain presented them. Arrow’s salespeople are now able to utilize the results of the research and Mr Äikää has also gone through the research with partners.
The survey done by M-Brain helped Arrow to understand what added value for customers can be realized. Based on the survey, a marketing campaign was also crafted. The survey helps Arrow to predict developments in the market and to focus its activities effectively.
According to Mr Äikää, cooperation with M-Brain was smooth and M-Brain’s expertise was of great help. Arrow as customer wasn’t required to go through much trouble and the whole process worked as agreed upon, with Arrow receiving a turnkey solution from M-Brain.
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