Dive Brief:
- Arrow Electronics launched a network of experience centers for its partners to try-before-buy AI architectures, the tech distributor said in an announcement last week. Hubs in Alpharetta, Georgia and Stockholm, Sweden, give channel firms access to hybrid cloud, cybersecurity and services and consulting tools.
- The centers were developed in response to problems expressed by Arrow’s channel partners, John Hourigan, VP of public affairs and corporate marketing at Arrow, told Channel Dive in an email. “MSPs can now envision and test integrated AI solutions that are production-ready from day one, simulating real-world environments before making significant investment,” he said.
- The rollout coincides with the company’s attainment of a Frontier Distributor designation for North America and Europe in the Microsoft AI Cloud Partner Program. The designation is reserved for distributors that effectively prioritize partner success.
Dive Insight:
Consulting firms and managed service providers visiting the experience centers can sample more than 100 pre-built AI use cases for design, testing and validation, according to Hourigan. The technology solutions provider has seen close rates averaging 90% among partners using the centers.
As organizations move beyond experimentation and seek tangible returns on their AI investments, Arrow aims to provide consistent, replicable AI experiences for channel partners in geographic regions that are core to its distribution business.
“This ‘try-before-you-deploy’ approach is giving MSPs more clarity up front, helping them move to market with greater pace and confidence,” Hourigan said.
The centers offer technical pre- and post-sales support, engineering and training in areas such as data readiness, security and integration. Hourigan said the initiative helps MSPs that have struggled to find the talent needed to validate and scale AI.
Luiz Cordeiro, founder and CEO at tech consulting firm Systech USA, said Arrow is helping the company unlock its AI potential. “Our comprehensive solution encompassed compute, storage, networking, data protection and security, and Arrow did an unbelievable job with helping us create a demonstrable solution to meet our customers’ needs,” he said in a press release.
Arrow is also betting on its cloud-based ArrowsSphere platform to help channel partners accelerate AI adoption at scale and build, monetize and grow their AI practices. ArrowSphere, coupled with the provider’s technical and enablement teams, provides AI infrastructure, AI-powered tools, training and hands-on support, Hourigan said.
Widespread AI implementation and demand for AI tools and agents are already reshaping Arrow’s relationship with partners.
“Our channel partner relationships are going to become even more embedded through a collaborative, interconnected ecosystem that helps unlock new operating models, enables co-development of AI-driven solutions and empowers channel partners as they deploy AI tools and agents,” Hourigan said.
