For Vimal Kocher, GM of Arrow ECS, the term value means being futuristic.
The VAD is participating at GITEX 2019 with all its vendors and putting forward new value propositions in security and infrastructure distribution. “GITEX has always been an amazing platform for us to meet and greet our partners and customers in one place and this year we can see some steep increase in the number of exhibitors and vendors which signifies the positive inclination and appetite of the market towards technology and transformation,” says Vimal.
Speaking about the evolution in customer behavior, Vimal says, “One of the key changes that I can see in customer behavior is that, today customers are not looking for brands, but for solutions. IT has transformed from being a cost center to profit center or cost optimization center and this is vital for a smooth and profitable business. We are developing our business in such a way that we are not a vendor-centric model but a customer-centric model. We have a wide portfolio of vendors or solutions and thus we are able to cater to the 360 degrees need of the customer and provide them cost-effective services.
Talking about redefining the concept of value in value added distribution, Vimal says that Arrow not only provides solutions to the customers but also provides the necessary training, maintenance and support services needed for the solution. They have a very strong professional services team that are on-ground to cater to the needs and pain
points of the customers and resolve them. As a VAD, Arrow also has competing vendors in the portfolio. When asked about they are handling the probable tiff, Vimal says that one feels the competition only if they have a vendor-centric model. “When we talk about the solution, we do have competitive solutions in the portfolio. But when we designed the solution we integrated only those products that fit into the challenge that was being addressed.”