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Arrow Electronics Launches Year-Long Sun Services Sales Incentive Program

Posted on: Tuesday, 24 February 2004, 06:00 CST

To help its Sun iForce partners capitalize on the growing revenue opportunity in services sales, the MOCA Division of Arrow Electronics, Inc. (NYSE: ARW), a leading Sun Microsystems, Inc. channel development provider, announced a new services sales program that it is launching with Sun Microsystems' services division called Attach Rate Attack. ¶ Attach Rate Attack is a year-long incentive program that will measure Sun iForce partners' services attach rate, the ratio of overall services sales to hardware sales made during the course of 2004, and will reward resellers quarterly and annually for significant services sales efforts and increases. Attach Rate Attack also offers customized education, sales and marketing tools that will give Arrow's Sun iForce partners a competitive edge when selling Sun services to end users:

¶ -- Training & Education: Arrow offers a series of training

sessions that teach the basics of selling Sun services and

working with Sun Microsystems.

¶ -- Sales Support & Opportunity Mining: Arrow helps identify new

and renewal services and warranty opportunities, and will, at

no charge, call end users on behalf of iForce partners to

close business.

¶ -- Service Marketing Programs: Arrow's targeted marketing

programs include direct mail campaigns that act as 90-, 60-

and 30-day contract expiration teasers, helping Sun resellers

generate qualified leads.

¶"Arrow grew its services sales 33 percent in 2003 when it launched its Sun Services Business Unit. Now, with the Attach Rate Attack program, we're building on that success, offering new business-building tools and incentives to help iForce partners identify and close more Sun services business and to help them train and motivate their salespeople in the process," said Bill Page, executive vice president, MOCA Division. ¶"Sun Services depends on its best-in-class partners to help create high value network computing solutions for customers," said Larry Baker, senior director, Sun Services Partner Programs. "We have worked closely with Arrow's MOCA Division to develop this program and are confident that it will help increase new business opportunities for our partners."

¶ About the North American Computer Products group of Arrow Electronics

¶ The North American Computer Products group of Arrow Electronics, Inc. (NYSE: ARW) is a leading distributor of enterprise and embedded computing systems to resellers and OEM customers in North America. Based in Englewood, CO, the group is comprised of four divisions that make up Enterprise Computing Solutions (Support Net, SBM, MOCA, Enterprise Storage Solutions) and OEM Computing Solutions, which serves industrial OEMs and intellectual property-based companies. Visit all of our divisions at www.arrownacp.com. ¶ Arrow Electronics is one of the world's largest distributors of electronic components and computer products and a leading provider of services to the electronics industry. ¶ Sun, Sun Microsystems, the Sun logo and iForce are trademarks or registered trademarks of Sun Microsystems, Inc. in the United States and other countries.

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