Arrow Electronics enables IBM business partners to deliver on solution sales.The Support Net Division of Arrow Electronics Arrow Electronics NYSE: ARW is a Fortune 500 company headquartered in Melville, New York. This company specializes in products and services of electronic components and computer products. , Inc. (NYSE NYSE See: New York Stock Exchange :ARW ARW Air Refueling Wing ARW Advanced Research Workshop ARW Associated Resume Writers ARW Army Ranger Wing (Irish Special Forces) ARW American Revolutionary War ARW Angle Random Walk ARW Aeroelastic Research Wing ), one of the largest value-added distributors of IBM (International Business Machines Corporation, Armonk, NY, www.ibm.com) The world's largest computer company. IBM's product lines include the S/390 mainframes (zSeries), AS/400 midrange business systems (iSeries), RS/6000 workstations and servers (pSeries), Intel-based servers (xSeries) enterprise products and integration services, is helping Business Partners better address customers' pain-points associated with infrastructure simplification, information lifecycle management Information Lifecycle Management refers to a wide-ranging set of strategies for administering storage systems on computing devices. Specifically, four categories of storage strategies may be considered under the auspices of ILM. (ILM) and business continuity by moving them towards selling a total solution. IBM has identified these topics as priority areas for which customers are demanding solutions delivered by knowledgeable partners on IBM eServer This article is about the IBM family of computer servers. For the open access electronic text archive, see EServer.org. IBM eServer was a family of computer servers from IBM Corporation. , software and storage technology. Effective solution selling in these three areas will be a key focus for resellers attending Arrow's Ninth Annual IBM Business Partner Conference, also known as "May Days," that is being held this week in Indianapolis. As part of the Technology-Enabled Business Solutions campaign, Arrow is offering Business Partners ready-to-use demand generation and training materials to support solution selling by highlighting how IBM's integrated solutions eliminate the costs and complexity of business initiatives. Among the components that Arrow has created for partners to prepare for and generate demand for solutions is 1) a Web-based sales training that can be delivered in flexible modules and come with supplemental training materials; 2) three different, customizable direct-mail pieces that partners can modify to suit their marketing needs; 3) customizable HTML HTML in full HyperText Markup Language Markup language derived from SGML that is used to prepare hypertext documents. Relatively easy for nonprogrammers to master, HTML is the language used for documents on the World Wide Web. emails targeted towards customers; 4) customizable sales sheets that coordinate with the direct-mail pieces. "Today, resellers need to behave more like consultants who can recommend solutions for IT issues rather than point-products that only solve a portion of the issue," said Eric Williams, executive vice president, Support Net Division. "IBM has identified that solutions related to infrastructure simplification, ILM and business continuity are in the greatest demand by end-users. We are helping our partners meet the immediate needs of their customers by educating them about IBM solutions that specifically address these areas." |
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