Putting data first

The explosion of data is creating opportunities and challenges for businesses around the globe. But how do you monetise the data opportunity? This is probably the biggest pain point of them all, with industries racing to find a solution. Businesses are keen to unlock the value of their data and they’re looking for technology that enables them to do just that.

The tech giants are listening; several of our vendors are championing everything from data-centric architectures to hyperconverged secondary storage. They’re taking advanced technologies – such as IoT, cloud and AI – to create solutions that put data first.

Customers are demanding data-centric solutions. The priority for partners is to help their customers deploy these solutions so they can turn their cold data into actionable intelligence.

To effectively sell data-centric solutions, partners should refine their sales strategy to ensure they are targeting the right audience. This means going beyond the CIO and IT managers, and talking to the people closest to the data, such as the marketing and service delivery divisions.

It means engaging the right support networks to have relevant conversations around integration of systems, data management, data analysis and security. Most importantly, it means having the expertise needed to effectively answer the big question of how to monetise data insights.

Distributors play a key role in this. At Arrow, we are fortunate to have relationships with the best talent in the industry: our vendors provide the technology, while our experienced staff provide the expertise, enablement and support, so partners can provide the highest level of service to their customers.

Data is no longer just information. It’s the core of innovation and opportunity. Be prepared to have those conversations and develop your partnerships, so you can help your customers monetise their biggest advantage.