Arrow Launches Social Network For IBM VARs
"What we're providing is the ability for partners of many different types -- hardware, software, systems integrators, ISVs -- to reach out and find each other online and make it very easy for them [to partner]," said Robert Spee, senior director of software sales and marketing for Arrow Enterprise Computing Solutions' North American IBM Group.
The Virtual Bench program was developed with IBM's help but likely will be expanded over time to include VARs selling Hewlett-Packard, Oracle and other vendors too, according to the distributor.
"There's a huge potential for cross-platform partnering. Also we have a huge line card of software with new opportunities beyond what they might do for IBM," Spee said. "We're also connecting them to Arrow Fusion [Arrow's brand of internal cloud services that VARs can leverage], as we build that out."
Arrow has seen a spike in the number of VARs looking to partner with other solution providers on opportunities outside their comfort zone, Spee said.
"The economy is certainly one factor. VARs are always hesitant to invest ahead of revenue. This gives them a way to do that. But it also has to do with the trend of becoming more solutions oriented," Spee said. "For example, IBM came out with its IBM Smart Analytics System (iSAS). We saw a lot of partners that saw opportunities but didn't have all the skills. They were asking us 'Do you know a good Cognos partner or a good hardware partner?' More IBM solutions are coming out as a blending of hardware or software and its driving more partnering."
VARs negotiate their own buying and selling on Virtual Bench and Arrow makes no profit through each successful partnership, Spee said. "We're just trying to facilitate the building of communities. We know that will help drive greater business." He said.
Arrow's Virtual Bench is the first social community platformfor IBM VARs in North America, said Sandy Carter, IBM's vice president of social business and collaboration solutions, sales and evangelism.
"We see a lot of places where partners team, but it's typically done on an ad-hoc basis. This includes things like best practices and shared learning. They can communicate via pictures, words or video and bring an enhanced sharing throughout the channel," Carter said. "It makes them a more social business to help them better serve customers. This is leading edge for a distributor to do this."