Arrow Electronics, Inc

Arrow's Enterprise Computing Solutions business sits between the world's leading technology vendors and the channel partners who take their solutions to market. We deliver value-added distribution, business consulting and channel enablement services to the world's leading technology manufacturers and their channel partners serving commercial and government customers. 1

Cloud platform — ArrowSphere ArrowSphere takes the complexity out of multicloud: one platform for automation, visibility, renewals and end-to-end cloud management, backed by an expansive line card, support and expertise. It has matured from a cloud marketplace into a full-service digital platform, where solutions and services can be quoted, purchased, fulfilled, deployed and managed across any combination of cloud, hardware, software and professional services. For Microsoft specifically, ArrowSphere brings cloud operations together in one place, helping partners choose, manage and scale their cloud business with visibility across Microsoft and multi-vendor solutions. 2

Microsoft Cloud Arrow makes it simple to sell and deliver Microsoft cloud solutions, providing the tools, support and expertise partners need to succeed — recognised as Microsoft's Indirect Provider of the Year (2019). As an indirect CSP provider, we support partners across Azure, Microsoft 365 and the wider Microsoft stack — from first opportunity through provisioning, billing, renewals and optimisation.

Services and enablement Partners can draw on managed services, technical pre- and post-sales expertise, financing and more — all geared to supplement their cloud and AI offerings. Our services and consultancy provide training, enablement, guidance and knowledge exchange to identify gaps and opportunities in solution implementation, and our global network of experience centres helps channel partners define high-growth technology use cases and build the skills and resources to monetise AI and cloud. 1

Arrow ECS is a distributor, not an integrator — so the relationship is about reach, transaction and scale rather than delivery projects.

1. Route to market (CSP) Arrow resells GitHub through the Microsoft CSP motion, giving GitHub access to Arrow's established reseller and MSP base — including the SMB and mid-market long tail that direct field teams can't cover one-to-one. Partners buy, provision and bill GitHub alongside their Azure and Microsoft 365 estate.

2. ArrowSphere — the platform layer Arrow's cloud marketplace, ArrowSphere, is where the relationship becomes operational: single-pane provisioning, consolidated billing across GitHub and Azure, and usage visibility via the AI 360 dashboard. This is what lets a reseller manage GitHub Copilot as part of a wider cloud subscription rather than a standalone SKU.

3. FinOps / usage-based billing The live workstream with GitHub is governance around the shift to usage-based billing (Copilot premium requests, agents). Arrow is building FinOps and guardrail capability into ArrowSphere so partners and their customers can forecast, monitor and control consumption — turning UBB from a bill-shock risk into a managed growth annuity.

4. Channel enablement and demand generation

• Arrow GitHub ambassadors — an internal advocacy programme running since December 2025, building GitHub fluency across Arrow's sales teams.
• Hack2skill — hackathon-style demand-generation activity that creates hands-on exposure and pipeline.
• Partner recruitment, onboarding and skilling to grow the number of transacting GitHub resellers.

5. Attach to Azure The strategic thread: GitHub Copilot is positioned as an attach to the Azure and AI platform conversation Arrow's partners are already having, rather than a separate sale — the developer layer of the same cloud estate.

Maturity note. Arrow has roughly ten years of history with Microsoft versus about six months with GitHub, so the joint motion is still early — the mechanics that are routine on Azure (transactability, incentives, provisioning, migrating existing direct customers into CSP) are still being built out on the GitHub side. That gap is the current focus of the partnership, and the core of Arrow's ask into FY27.