Arrow signs distribution deal with Igloo Software 21 July, 2009 By Chris Talbot

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The distribution agreement is currently limited to Canada, but if all goes well, the plan is to expand the relationship to the U.S., said Robert Boulet, vice president of Canada at Arrow ECS.

"We're working with Igloo to develop the Canadian marketplace," Boulet said.

Igloo develops online community and social networking software solutions for groups and teams that work collaboratively together. Its software is made available as a software-as-a-service (SaaS), which will be resold by Arrow's channel resellers, ISVs and consultants. Up until recently, Igloo has built up its direct sales model with the idea of eventually taking its business through the channel. Prior to signing on with Arrow, it had recruited about 25 partners in Canada, all of which will now buy through Arrow, said Dan Latendre, CEO of Igloo Software.

"I think that one of the interesting synergies between Arrow and Igloo is they see the future of where software-as-a-service is becoming the new distribution mechanism of how software's going to be sold," Latendre said.

Together, the two companies will work to market and sell Igloo's offerings. Latendre said the companies are developing a marketing plan that will involve the promotion of its solutions to various ISVs, consultants and resellers within the Canadian network. There will be different messages generated that target different types of resellers serving verticals and lines of businesses.

To begin with, Igloo is looking for resellers that sell software, particularly those that are looking to expand their businesses into the social software space.

"The social software space is exploding," Latendre said, adding that the market is expected to be worth at least $4 billion (US) by 2013.

Organizations are developing social software strategies in order to connect their talent and relationships both inside and outside the company, and then integrating the social software with existing technologies.

"Social interactions drive business transactions," Latendre said.

By the end of 2009, Arrow and Igloo plan to roll out very specific vertical and line of business solutions to the channel, he said.

"It applies to pretty much any industry. You can verticalize it. A reseller involved in healthcare could go to a healthcare centre or hospital and say they need a community for all the doctors, as an example, to communicate about what's going on in a project," Boulet said.