← Arrow Electronics
Arrow Electronics role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Value-added distributor that helps resellers and integrators buy, bundle, and sell enterprise IT such as servers, storage, and networking.
Who you'd be calling
Owners, sales and purchasing leaders at VARs, MSPs, and system integrators.
Your opener
“Hi [Name], this is [Name] from Arrow Enterprise Computing Solutions. I know I'm calling unannounced. We work with resellers and integrators on sourcing, solution design, and services across many vendors. Is now an okay moment for a quick question?”
Problems you solve for them
- Resellers struggle to keep up with fast-changing vendor technology
- Complex IT deals need design help, training, and services
- Sourcing, quoting, and financing across many vendors takes time
Discovery questions to ask
- Which vendors and product areas do you focus on right now?
- How do you handle complex deals that need design or services help?
- What slows you down most when you quote and close deals?
Objections they'll throw at you
“I'm busy right now.”
→ No worries, I'll be quick. Is there a better time later this week for a 5-minute call?
“We're not interested.”
→ Okay. Are you happy with how your current distributors support you, or is it just not a good time? Which one?
“We already work with a distributor.”
→ Sure, most resellers use more than one. What do they do well, and where could you use extra help? Would a second option be worth exploring?
“Send me an email.”
→ Happy to. Which product areas should I focus on? And can we set a short follow-up call after you've seen it?
Competitors worth knowing
TD Synnex, Ingram Micro
Interview tips for this company
- Understand distribution: you sell to resellers, who then sell to end customers. Practice explaining it simply.
- Get to know the basics of servers, storage, networking, and virtualization so you can follow the conversation.
- Channel buyers care about margin, support, and speed, so ask about those.
Written from public information about Arrow Electronics to help you practice. Ask an insider what their role play looked like; it's the best prep there is.