Westcon polishes Cisco distribution brand

Networking and convergence specialist creates autonomous global Cisco division under the ‘Comstor Worldwide’ banner

Tags: Cisco Systems IncorporatedWestcon Group Incorporation
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Westcon polishes Cisco distribution brand  Steve Lockie says Westcon’s Middle East operation now has visibility of the company’s global Cisco inventory. (ITP Images)
By  Andrew Seymour Published  September 23, 2009

Networking distributor Westcon is unifying its Cisco-focused business into a single organisation with its own management structure and P&L responsibilities.

The creation of ‘Comstor Worldwide’ is designed to build on the multi-regional brand that has been established through Westcon’s existing Comstor business during the last decade. Until now, there have been several countries where the company has only gone to market as Westcon.

Cisco is Westcon’s largest vendor partner, accounting for 50% of its US$2.9 billion global revenues.

Westcon hopes the new Comstor Worldwide structure will enable local Comstor operations to benefit from the company’s global inventory and logistics capabilities, as well as shared services and scalable financial support.

As Westcon has always operated a Comstor unit in the Middle East it is not expected that the change will have a massive impact on the MENA region, although regional managing director Steve Lockie said it would reinforce the global brand and global distribution contract that it has in place.

“We have been utuilising many of the global Comstor tools for some time now — such as ‘how to sell’ guides and dedicated web and micro-sites — and these are now being taken to market in other regions,” explained Lockie.

“We have leveraged global inventory for some time, our systems continue to be enhanced and we now have full visibility of not just our regional warehouse, but truly global inventory, and Cisco’s blessing to move it around if we have to,” he commented.

Lockie added that the company’s Middle East operation has recently taken responsibility for channel development in Morocco, Algeria, Tunisia, Libya and Egypt as it looks to build out Comstor’s regional presence.

At a global level, the new Comstor Worldwide business will be led by existing company executives William Corbin and Jon Pritchard.

Dean Douglas, president and CEO of Westcon Group, called the creation of Comstor Worldwide a “milestone” for the company. “Having our Cisco-oriented offerings aligned in a single global business unit will amount to an unprecedented opportunity for our resellers around the globe,” he stated.

The formation of Comstor Worldwide follows last year’s signing of a global distribution agreement between Westcon and Cisco.

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