Westcon ME Group

Steve Lockie, Group MD

Tags: Channel Middle East Power ListWestcon Middle East
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Westcon ME Group (ITP Images)
By  Manda Banda Published  June 20, 2013

Tel: +971 4 883 9888
Headcount: 135
Website: www.westcongroup.com
Active accounts: 1000
Regional offices: UAE, KSA, Iraq and shortly Egypt.
Key brands: APC, Avaya, Bluecoat, Brocade, Cisco, Dell Sonicwall, Extreme, Juniper, Motorola, SMART, Trend and Zebra.
Ownership: Held by Westcon Group.

Verdict: Westcon’s strategy to remain in the value game has continued to pay off. In a market where the temptation to focus on the top line is huge, Westcon has adopted a strategy that gives less focus on revenue growth and more emphasis on bringing new profitable solutions for its resellers across the region.

What are your strategic plans for the rest of 2013?

This year we plan to convert our Saudi Arabia branch into a full legal trading entity and extending our footprint to have resources in Iraq and Libya. We will continue to build value brands within our portfolio especially in the security space.

What were the main drivers for your revenue growth in 2012?

We witnessed large infrastructure development across the region that created significant opportunities for growth. Our KSA team provided good growth for us and the efforts of our people to engage and focus on key growth initiatives during the year paid off for us.

Has the distribution sector recovered from the market instability in the region?

We were not adversely affected by the market instability. We changed our direction and some initiatives to retain profitable growth in a challenging market and this has not changed.

What will drive your business growth in 2013?

We have less focused on revenue growth and emphasised more on bringing new profitable solutions for our resellers to market. This is a deliberate focus on value rather than pure volume growth.

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