Arrow resellers use Impole to acquire new accounts

Waltham, MA. May 23, 2010. Recently Mark Hurd, HP CEO said to HP's channel partners, "I need your help. We're underrepresented in the U.S. ...Our win rate is too high. Now you don't hear that too often. Because our proposal rate is too low. We have to be able to bid on the whole market."

Arrow's HP Enterprise Computing Solutions Group [ECS], is targeting and winning new business in "net new" accounts with the help of Impole. Penetrating accounts where there is no prior business relationship is far more difficult than developing relationships already established. That's why Impole helps the Arrow partners identify the situations where there's an opportunity to start a dialog and bridges the HP partner into the account.

"This is the best profiling information we've ever seen. You've verified information we already knew about the account and engaged with people that we hadn't been able to reach. This is terrific!" said one Systems Integrator VP Sales.

About Arrow

Arrow Electronics, at almost $17 billion in annual revenues, is one of the world's largest distributors of electronic components and computer products, alongside rival Avnet. Arrow sells semiconductors, computer peripherals, passive components, and interconnect products from about 800 suppliers to more than 130,000 OEMs, contract manufacturers, and commercial customers worldwide. The company distributes products made by such manufacturers as 3Com, CA, Fujitsu Microelectronics, Hewlett Packard, Hitachi, Intel, and Texas Instruments. Arrow also provides value-added services, such as component design, inventory management, and contract manufacturing. The company derives more than half of its revenues outside the US.

About Impole Corporation

Founded in 1977, Impole Corporation is an acknowledged leader in the provision of field-derived (primary) tactical and strategic intelligence to enhance sales and marketing effectiveness for its clients. By integrating actionable account intelligence into the front end of their sales and marketing processes, Impole's clients reduce sales overhead while dramatically shortening their sales cycles. Impole's services help sales and marketing teams devise tactics which allow them to successfully navigate the complex decision-making structures of even the most complex enterprises.