CRN Exclusive: Arrow President On New IoT Partner Program, Pursuing Tech Data-Avnet TS Solution Providers

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How does uncertainty in the distribution landscape affect solution providers?

Any time you see changes in the distribution landscape if you're a solution provider, you have to wonder what will that mean to service levels in the future, what will that mean to the sales coverage I enjoy today, what will that mean to the pricing I predict and run my business around today. Will any of that change? All of that naturally leads you, in many cases, to consider alternatives. So that's what's driven, more reactively than proactively, our ability to engage lots of partners in that conversation. That is the uncertainty I'm referring to that is driving the movements I referred to in our earnings call.

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