INTERVIEW
continued
can offer, our expertise on our platform, and how we act as a conduit into the vendors.” On top of building relationships, Arrow has also demonstrated its expertise through its portal, ArrowSphere, which not only utilises AI to give users a convenient way to see and manage their business but also helps with day-to- day tasks. Sale EnAIblement “This isn’t just putting AI in the ArrowShere because we’re jumping on the bandwagon,” said Harvey-Jones. “This is actually turning what has traditionally been viewed as a platform or an operational tool into a genuine sales enabler. “From an operational standpoint, you can open the ArrowSphere assistant and ask it to bring you the information that exists within your platform using human language. That’s good. It’s useful. It can save some clicks, “But where it gets
“
So there are fantastic applications for the AI that we’ve built into ArrowSphere... ...We were first to market with that, we know we are market leading, and Microsoft agree.
exciting is when it’s a sales enablement tool. You can ask it to help you write responses to proposals, create
marketing assets, bring up details of renewals, look at
propensity data, help you craft emails and outreach programmes to customers about their renewals that are
upcoming and the upsell opportunity that exists.” “So there are fantastic applications for the AI that we’ve built into ArrowSphere. We were first to market with that, we know we are market leading, and Microsoft agree. “Nicole Dezen (Chief Partner Officer and CVP, Global Channel Partner Sales, Microsoft) has publicly spoken about ArrowSphere, not just about the capability, but enabling our channel partners to be ‘customer zero’ by utilising AI in their daily life. “What we know for a fact is that when an organisation has already adopted AI themselves, they are far better equipped to go and sell and position AI into the market as well. That’s what we’re doing with ArrowSphere.” X
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