ARROW
On target for partners Arrow’s new head of partner development talks about how understanding each partner and their unique strengths is key helping them to take advantage of the opportunities in the market.
full of opportunities, and the temptation is to chase them all, but the channel partners who grow are the ones that make deliberate choices and build a scalable business around them. What do channel partners need from distribution today as the market becomes more complex and opportunity-led? NM: It takes more than access to technology. Working with Arrow adds commercial insight, vendor alignment, technical expertise, enablement and platform capability on top, the things that let a channel partner build and scale a service rather than purely resell a licence. For example, the potential across the Microsoft ecosystem is huge, but so is the complexity, and that is where we can add real value by cutting through the noise and showing what is genuinely relevant to their own business.
Nicola Miller
arrow.com
Nicola Millar recently joined the UK cloud team for Arrow’s enterprise computing solutions business as head of partner development. She joins from Ingram Micro, bringing experience across the technology channel and strong insight into the channel partner and vendor ecosystem, including Microsoft. News in the Channel: What are the key priorities for channel partner development at Arrow as the channel continues to evolve? Nicola Millar: For me, it starts with really understanding each channel partner and what they want to achieve. That could mean building on existing strengths or creating a new practice entirely. Above all, the priority is focus. The market is
How is Arrow helping channel partners navigate that complexity
and identify where to focus? NM: As no two channel partners are the same, none of this can be one-size-fits-all. Once we understand their goals, we shape the support around them, from training and workshops to go-to-market, Microsoft engagement or strategic planning. We also ensure we regularly bring our channel partners together. Events, roundtables and peer discussions help build relationships, share approaches to common challenges and often open new opportunities for collaboration and growth.
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