With AI adoption accelerating across enterprise environments, the role of technology partners is rapidly evolving from product fulfilment to solution integration. Gurpreet Singh, Founder & Director, Arrow PC Network believes this shift is redefining how the channel ecosystem operates in India. In this interaction with DT, he discusses the company’s strong growth trajectory, the rising demand for AI-ready infrastructure, changing distribution dynamics, and the importance of building long-term, capability-driven partnerships in an increasingly solution-focused market.
Q: Please tell us about your overall business performance in 2025. What have been the most significant factors driving the company’s growth?
A: Business is great, and our performance in 2025 has been strong and consistent. A key growth driver has been rising AI adoption at customer environments, increasing demand for AI-ready infrastructure. We saw notable traction in sectors like pharmaceuticals and ITES, along with strong demand for AI notebooks, servers, storage, and cybersecurity solutions. Overall, customers are increasingly investing in integrated, AI-capable technology ecosystems.
Q: With AI-led demand reshaping the market, how is your distribution strategy evolving in 2026?
A: In 2026, distribution cannot remain product-centric—it must become solution-centric. AI demand is not about selling tools; it is about delivering integrated outcomes across infrastructure, cloud, cybersecurity, and data governance.
We are aligning our distribution strategy toward AI-ready architectures, bundled security frameworks, managed services, and lifecycle support. The focus is on enabling partners to position complete business solutions rather than isolated technologies. AI workloads require compute, storage, security, compliance, and cost governance working together. Our strategy reflects that integration.
Q: What initiatives are you undertaking to strengthen reseller engagement and long-term channel collaboration?
A: Sustainable growth in the channel ecosystem depends on trust, capability, and shared vision. We are investing in structured training programs, technical certifications, joint solution workshops, and pre-sales support to elevate partner capabilities.
Beyond incentives, we are building deeper collaboration models co-selling, joint account planning, and managed service enablement. Long-term collaboration requires more than quarterly targets; it requires capability building and predictable support.
Q: What kind of support do you expect from vendors this year to accelerate growth and deeper alignment?
A: Vendors must move beyond transactional engagement and invest in co-creation. We expect stronger technical enablement, faster deal registration support, transparent pricing frameworks, and collaborative marketing initiatives.
In emerging areas like AI, cybersecurity, and compliance, vendors should provide structured knowledge transfer and roadmap visibility. Growth accelerates when vendors and partners operate as aligned stakeholders, not isolated entities.
Q: What are your top strategic priorities for 2026?
A: Our priorities are clear:
Accelerated revenue growth through solution-driven engagements
Geographic expansion into high-growth enterprise and mid-market segments
Portfolio diversification across AI-ready infrastructure, cybersecurity resilience, managed services, and compliance consulting
Strengthening our positioning as a strategic technology partner rather than a transactional VAR
Quick Bytes
A global tech leader you admire? - Michael Dell
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