Drive sales performance
Arrow ECS specialises in providing value added resellers, system integrators and independent software vendors with innovative technology and business solutions, complemented by an impressive portfolio of services.
Arrow ECS UK has grown at a phenomenal rate over the last five years, with sales approaching £1 billion. This success has been achieved through acquisition and by the organic expansion of its partner network and solutions portfolio.
Business growth is often accompanied by an increase in complexity. To counter this, Arrow ECS UK engaged our services to assist in improving its approach to channel management.
“There was a highly structured approach to the project and The Fusebox team listened well while challenging us as a business. Doing this groundwork made us really think about what we needed, both in the short-term and to sustain our future growth.”
To enable Arrow ECS to develop and apply a consistent approach to sales engagement, in terms of its channel management and both upstream vendors and downstream partners.
The Fusebox team supported Arrow ECS directors in reviewing their sales engagement strategy; helping to analyse and define what worked and how successes could be replicated. New sales engagement processes were developed using our BUYERnomics™ methodology. The Fusebox team also developed and now supports SMARThub. A tool designed to deliver transparency across the channel, which has become the ‘nerve centre’ for all planning discussions. Ongoing sales coaching supports the programme.
- The entire sales engagement process can now be tracked – plans, documentary evidence of ownership, timelines, issues etc.
- Arrow ECS UK is able to engage at a deeper level and on a broader basis with its vendors and partners.
- SMARThub encourages and drives the appropriate engagement through the profiling, planning, drive and review processes.
- Revenue growth and margin improvement is possible through elevated conversations with vendors and partners.
“The Fusebox has become an extension of the Arrow ECS UK team, integral to both the sales engagement process and its management – a strategic partner, not just a supplier.”