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a premium for technology from a vendor they trust, with 88% saying they have paid a premium in the past, with one in 10 prepared to pay 51–75% more – and a small minority even willing to pay double. In competitive deals where specifications are closely matched, Brother’s polling suggested trust acts as the tiebreaker; 88% of resellers said it becomes the deciding factor when
there’s little to separate products on paper. The research also highlighted the importance of trust in the channel partner itself, not just the vendor as 92% of channel professionals said customers rely on them to validate whether a vendor can be trusted, reinforcing the reseller’s role as a critical bridge between brand promise and buyer confidence. n
Legrand challenges industry norms with UPS systems Legrand has launched a new campaign challenging the historic ‘Iron Triangle’ theory that has dominated purchasing decisions.
in power protection, while offering highly competitive pricing and ensuring strong product availability with short lead times. A key element of this campaign is Legrand’s enhanced Partner Programme, which is designed to help partners capitalise on the growing demand for alternatives to legacy, default brands. It provides technical sales support, partner tools and resources and on demand project support. “This campaign is about disruption,” said Joshua Naylor, Legrand’s divisional manager. “We want customers to question why they are settling for the status quo when better alternatives exist. The UPS market has moved on, technology has advanced and customer expectations have evolved. Compromise is no longer the inevitable and it shouldn't be acceptable either.” n
The Iron Triangle, also known as the value triangle, has traditionally forced customers to choose only two of these essential elements; competitive pricing, high quality products and speed. For years, this trade-off has been accepted as an unavoidable reality in the power protection industry. High quality solutions with fast delivery typically command premium prices, while affordable solutions often sacrifice reliability or come with extended lead times and limited support. Legrand has dispelled this by delivering all three simultaneously with its UPS systems. The company maintains the engineering excellence and quality standards expected from a global leader
Joshua Naylor
legrand.co.uk
Arrow Electronics to distribute Dataminr’s intelligence solutions Arrow Electronics has announced a distribution agreement with AI-
time intelligence solutions, helping channel partners deliver actionable intelligence on breaking events, emerging threats and unexpected risks across the physical, digital and cyber domains. Dataminr’s platform delivers real-time intelligence from public data signals. It helps organisations strengthen security
powered real-time event, threat and risk intelligence services provider Dataminr. The agreement expands Arrow’s security and intelligence portfolio across EMEA. Under the agreement, Arrow will distribute Dataminr’s AI-powered real-
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