Specialism: IT infrastructure, cloud and cybersecurity
Vendors include: Check Point, Citrix, Dell, Fortinet, Lenovo, Microsoft, NetApp, Nutanix, Palo Alto Networks, Pure Storage, VMware
UK gross billings: £1.13bn (+2%)
UK headcount: 381
Arrow ECS is the smallest of five £1bn-plus UK distributors in this rundown, according to its latest filed UK accounts.
In calendar 2023, the enterprise computing specialist – part of NYSE-listed Arrow – saw UK gross billings advance 2% to £1.13bn (turnover hit £373m).
The UK business is based partly on historic acquisitions, including cybersecurity specialist Computerlinks.
On a global basis, Arrow ECS generated $1.9bn of Arrow’s $6.8bn revenues during Q3 2024, up 7% on the previous year (with Arrow ECS’ European revenues rising 13%).
It sees cloud delivery and management platform ArrowSphere as the cornerstone of its business (see Q&A below).
Quickfire Q&A with Anthony Dobson, Regional Director, Sales Arrow ECS UK&I
What is Arrow ECS’ sweet spot?
Cloud marketplaces have become a crucial channel for cloud services distribution. Our cloud delivery and management platform, ArrowSphere Cloud, hosts a diverse range of vendors, including leading hyperscalers, across the cloud technology stack. By offering models including Infrastructure as a Service (IaaS), Platform as a Service (PaaS) and Software as a Service (SaaS), this extensive vendor ecosystem allows our channel partners to access, build and manage end-user solutions through their entire lifecycle, with the support, training, skill set, and experience of Arrow’s teams.
Which service has stood out for you in 2024?
Our mission is to provide comprehensive, innovative solutions that help our channel partners and their customers navigate the complexities of modern IT environments. Top of FormBottom of FormOur focus on IT-as-a-Service and shift to Everything as a Service (XaaS) is a cornerstone of our strategy. Our channel partners value our deep vendor relationships, technical expertise, and strategic and practical support in delivering solutions across the technology landscape – including infrastructure, cloud, and security – helping them to provide solutions tailored to their end-customers’ requirements.
What’s been your high point for the business in 2024?
Coming into this year, we introduced a series of dashboards to ArrowSphere Cloud, designed to deliver a simple user experience to address the complexities of building end-user solutions, prioritising managing costs (FinOps), and cybersecurity (SecOps), while addressing the deepening global environmental call to action to become carbon neutral (GreenOps).
These dashboards are not simply providing a service. They are a strategic enabler. For example, by using our comprehensive cost optimisation assessments provided by the FinOps dashboard, channel partners can enhance margins, and drive down operational costs. We provide the insights, tools, and expertise necessary to transform financial operations into a catalyst for growth and efficiency.
The launch of our AI ArrowSphere Assistant is also helping channel partners to maximise the information provided through these dashboards to streamline and optimise services, unearth new business opportunities, increase efficiencies, and discover new revenue potential.
How would you assess market conditions heading into 2025?
As we approach 2025, digital transformation remains a critical driver for end-customers navigating the rapidly evolving market landscape, enabling them to make the most of advanced technologies including AI, cloud, and cybersecurity, to enhance operational efficiency, customer experience, and competitive advantage. Marketplaces and platformisation are making it more accessible for channel partners to build, provision, and manage solutions.
See who made the wider Oxygen 50 Must-Know IT Distributors 2024 here.
