Westcon ME Group
Steve Lockie, Group MD
Tel: +971 4 883 9888
Active accounts: 500
Regional offices: UAE, KSA.
Key brands: Arbor, Avaya, APC, Avocent, Bluecoat, Brocade, Cisco, Extreme, Juniper, Motorola, Pelco, Smart, Sonicwall, Trend, Zebra.
Ownership: Held by the Westcon Group.
2011 sales: $143m
2010 sales: $126m
What were the company’s milestones in 2011?
The build out of our Westcon Security business portfolio has been key along with extensions to our critical infrastructure business and continued investments into the KSA market.
What are your strategic plans for the rest of 2012?
We will continue to build out our portfolio whilst trimming commoditised lines or areas where we believe we can no longer add value. Our channel enablement services continue to set us apart from our competition.
What is the most pressing distribution issue at the moment in the region?
The continued need for profitable growth in a challenging market when margins are constantly under pressure. Vendors are starting to react by realigning their priorities to distributors that are able to meet their needs for channel development and global reach.
Has the Middle East distribution sector recovered from the downturn?
Yes I do believe it broadly has with most distributors now more focused on their core business and business model.
Verdict: With Westcon and Comstor contributing to Westcon Group’s overall sales figure, the specialist convergence solutions distributor has made the 2012 Power List after posting steady growth. The distributor has continued to streamline its portfolio by signing new vendors to ensure that the value-add it brings to the table is not diluted.