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Westcon spies opportunity for new revenue stream

Distributor ties up with surveillance vendor to address emerging IP-security channel

Venu Menon with Annat Berde following the tie-up between Westcon and Pelco.
Venu Menon with Annat Berde following the tie-up between Westcon and Pelco.

Networking and convergence distributor Westcon has confirmed the addition of Pelco to its distribution portfolio in the Middle East. Pelco is a division of power management systems vendor Schneider specialising in electronic surveillance products.

Westcon will make Pelco products available to the channel through its Network Infrastructure Business Unit (NIBU), which offers comprehensive solutions covering end-to-end structured cabling, data centre products and enclosures.

"We see a tremendous opportunity to augment our channel partners' revenue and grow their business into adjacent technologies and markets through these IP-based video surveillance and access technologies," explained Venu Menon, sales and marketing director at WestconME.

According to Westcon, with video surveillance undergoing a transformation from analog to digital, IT managers now have much greater influence over the purchase of such systems as they tend to use existing network infrastructure.

The distributor touts education, transport, hospitality, retail, government and utilities as some of the key sectors investing in IP-based video surveillance hardware.

Anant Berde, regional manager at Pelco Middle East, is adamant the tie-up with Westcon will pay instant dividends for its business in the region.

"WestconME brings to us their acknowledged leadership in value added distribution, leading affinity vendor relations and a tremendous breadth of enterprise partners across the Middle East with skill sets in convergence, networking, internet security and infrastructure," he said. "These skilled partners in the ICT space will be key in driving Pelco's next level of growth as electronic security moves predominantly into a space that mandates knowledge of IP, video, convergence and infrastructure."