How Valona helps software company Arrow reach retailers with customer insights

Getting to know the market through research

The services Valona provided to Arrow helped fuel the companies’ growth, enabling them to operate effectively and helping them see through the changes required by the markets. As a wholesaler, Arrow was facing some unique challenges.

“Cooperation with Valona was smooth, and Valona’s expertise was of great help. Arrow, as a customer, wasn’t required to go through much trouble, and the whole process worked as agreed upon, with Arrow receiving a turnkey solution from Valona.”

Tomi äikää, business development director, arrow

Business Development Director Tomi Äikää says, “we want to provide our partners and retailers with relevant information regarding the end customer. This is made difficult because Arrow’s customers don’t necessarily know Arrow,” Mr. Äikää points out. “Nonetheless, it is necessary for us to serve retailers as well as possible and to help them find new sales opportunities.”

Using customer insights for business growth

Arrow wants to collect more in-depth, relevant customer data to support retailing. This is the point where Valona’s experts came to Arrow’s aid by charting out Finnish companies’ present IT solutions and future IT needs.

The results of the research were quickly published at Arrow’s Cloud Summit, where a representative from Valona presented them. Arrow’s salespeople are now able to utilize the results of the research, and Mr. Äikää has also gone through the research with partners.

Elevating retailer support through informed strategies

Valona’s survey helped Arrow understand what added value for customers could be realized. Based on the survey, a marketing campaign was also crafted. The survey helps Arrow predict developments in the market and focus its activities effectively.

Arrow was overall happy working with Valona, stating that “cooperation with Valona was smooth, and Valona’s expertise was of great help. Arrow, as a customer, wasn’t required to go through much trouble, and the whole process worked as agreed upon, with Arrow receiving a turnkey solution from Valona.”