Westcon joins forces with Speakerbus
Speakerbus, a specialist provider of critical voice solutions for financial, emergency and command sectors, has signed an agreement with network and telecom VAD Westcon UC&C, to distribute Speakerbus' offerings in the EMEA region. Speakerbus' advanced telephony, hoot'n' holler and private line access solutions enable traders to exploit business opportunities through real-time information-sharing with their colleagues and counterparties. Command sector organisations can use our solutions to instantly share information with multiple parties across land, sea and air, for fast and effective emergency situation response.
Through this new partnership, Speakerbus' portfolio of voice collaboration solutions can be ordered directly from Westcon offices in Belgium, Czech Republic, Denmark, France, Germany, Greece, Italy, the Netherlands, Norway, Poland, Portugal, South Africa, Spain, Sweden, Switzerland, the United Arab Emirates and the United Kingdom and its channel partners as part of a complete telephony solution, making procurement faster and simpler. Financial institutions and command sector organisations such as first responders, government agencies, military and transportation, can benefit from multi-party voice collaboration capabilities, at the same time reducing their costs and improving operational efficiency and regulatory compliance.
"We are delighted to have signed this distribution agreement with Westcon. It's a first for us, and is set to become an integral part of our 'high-touch, channel-centric' strategy. Westcon's excellent reach and extensive experience, both in financial markets and in C2, will allow us to accelerate our growth", said James Loeber, VP Global Channel Partnerships at Speakerbus. He added, "As we grow and create opportunities in new markets, we look forward to Westcon helping to deliver our globally-proven software and hardware based voice collaboration solutions."
"We are pleased to enter this new partnership with Speakerbus, and to expand our offering of critical voice collaboration solutions to more markets", said Jeremy Butt, EVP EMEA at Westcon. He added, "Speakerbus' client base of tier 1 global banks, major defence installations and emergency services is testimony to the company's status as a provider of innovative, 'best-of-breed' products. The addition of its powerful trader voice and emergency communications solutions to our portfolio will help our partners to grow vertical businesses both in financial and command sectors."
AlienVault, a provider of Unified Security Management and crowd-sourced threat intelligence, has signed a global distribution agreement with security VAD Westcon Security. In addition, AlienVault will take part in Westcon Security's Global Incubation Program, which helps innovative technology vendors develop global distribution relationships for their products and services. Based on the distribution agreement, Westcon Security's global network of technology solution providers will now have access to AlienVault's Unified Security Management (USM) platform, which provides all of the essential controls required for complete security visibility. The new agreement also enables these partners to more efficiently address worldwide security market opportunities and gives AlienVault access to a proven distribution channel, in the EMEA region through its offices in Austria, Belgium, France, Germany, Italy, the Netherlands, Norway, Portugal, South Africa, Spain, Sweden, Switzerland, the United Arab Emirates and the United Kingdom.
"With this distribution agreement in place, we can immediately and significantly expand our global reach", said Anthony D'Angelo, vice president of worldwide channel sales, AlienVault. "Westcon Security is a distributor that clearly understands the market's need for a security solution that integrates essential security capabilities and threat intelligence into a single offering, and its deep security expertise and large distribution footprint will allow us to provide our award-winning solutions to a larger market."
"Westcon Security is committed to partnering with growing and innovative companies that can help our customers tackle evolving security requirements", said Bill Corbin, executive vice president of global sales and partner management at Westcon-Comstor. "AlienVault has already integrated many necessary security tools into its Unified Security Management platform to give organizations with smaller security teams or budgets an enterprise-class solution for threat detection and response. This is a complementary addition to our security portfolio, and this new partnership will attract, enable and support additional solution providers worldwide."
Germany: AV specialist Kindermann has expanded its portfolio with Ctouch LFD touchscreens, from Dutch vendor and distributor Sahara. On its side, telephony specialist ENO Telecom has added O2 business offers to its catalog. Swiss digital signage vendor SpinetiX has decided to complement its presence in the country with the appointment of AV and security VAD VIDEOR. Finally, VAD Westcon has opened a new warehouse in Houten, the Netherlands, in order to address more efficiently and rapidly the needs of its resellers in Central Europe, including Germany. The new warehouse, which, with 8000 sqm, is 60% larger than the previous one, also offers integration services for its UC&C, Comstor and Security customers in the region (source: Telecom Handel and IT Business).
Arbor Networks and Exclusive Networks are preparing to part company in the EMEA market. The pair began working together in the region in February 2012, but Exclusive has confirmed this is no longer the case from the end of next month. Arbor and Exclusive will continue their partnership in Australia and New Zealand, where they have worked together since last year when the latter snapped up local distie WhiteGold, which was an Arbor partner. Barrie Desmond, Exclusive's chief operating officer, said: "At the end of the day, it was mutually agreeable between the both of us." Netscout, the owner of Arbor Networks, has chosen Exclusive's competitor Westcon Security as its new distributor. Both companies work together since some time in South Africa and the United Arab Emirates. The partnership is now expanded to Austria, Belgium, France, Germany, Italy, the Netherlands, Norway, Portugal, Spain, Sweden, Switzerland and the United Kingdom.
Distributor Westcon has revealed a business process outsourcing (BPO) firm with operations in Romania will take charge of some of its EMEA finance and operations functions. Parent company Datatec announced yesterday that 300 of Westcon's 1,900 EMEA staff would be affected by a "BPO transformation" of its EMEA operations.
Westcon senior vice president David Grant revealed a phased migration of the functions in question will occur between now and mid-2017 and insisted service levels for resellers would not be affected. Although Grant was not in a position to divulge Westcon's BPO partner, he described it as a global outfit "in the top-right of the Gartner Magic Quadrant". "We separated our activities into those we see as transactional and those that add value to the customers and vendors," he said. "Anything that is very transactional we have decided to outsource to another organisation as it gives us scale and efficiency."
The outsourcing project will run alongside Westcon's impending European implementation of a global SAP project, Grant said, adding that affected employees may be offered other roles in the organisation. "It is not a case of everything changing on day one," he said. "Where roles are affected we will give people significant advance notice, as it's the responsible thing to do. We are growing, and while some transactional roles will be eliminated from the business, some new opportunities will be created so we will take as much time as we can to retrain and redeploy staff where it is appropriate to us."
Westcon, which operates through the Comstor and Westcon brands, has order-processing staff in 42 countries in EMEA, Grant said, adding that any staff whose roles are displaced will be offered the choice of staying on to help with the migration. Employee and other fees associated with the migration will cost parent Datatec about €11.5m in its current financial year.
Rival distributor Ingram Micro centralised more EMEA back-office functions to Sofia in Bulgaria last year.
Grant said it made more sense for Cisco, Avaya, Polycom, Juniper and Check Point partner Westcon to partner with a BPO outfit with knowledge of the region. "We have chosen an organisation where it is their core business to provide business processes and support," he said. "We are not experts in sourcing a facility or finding local language specialists and training them on what we do."
Romania, which is where the BPO firm in question will carry out Westcon's transactional work, was ranked fourth in an index of the top global BPO locations this year carried out by Cushman & Wakefield, behind Vietnam, the Philippines and Bulgaria. Grant emphasised that Westcon's "core value-add" will be retained in-house and claimed that neither customer service levels nor its ability to execute would be affected by the move. "Our top 10 vendor partners have all offered to make sure there is good knowledge transfer and are helping to train our BPO staff," he said. "If you think about it, most of our major vendors have some part of their organisation that is outsourced so are completely familiar with what support they can give us."
Graeme Watt, EMEA president at rival distributor Avnet Technology Solutions, confirmed his company has also made some steps towards centralising transactional functions, "but nothing like on the scale we are seeing with Westcon". "It is fair to say that everybody is looking to see how much of that non-technical, more run-rate, transactional operations they can centralise," he said. "We have been talking about it for a while and we will centralise functions and operations where we think it makes sense and keep things local where we think it makes sense." (source: Channelweb United Kingdom).
Westcon Group Middle East
Westcon Group Middle East
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