Two top executives from Westcon Group paid a flying visit to Sydney to rub shoulders with local channel players at distributor LAN Systems' LAN Lunacy 2000 party.
In an exclusive Interview with ARN [scheduled for November 8 issue], Tom Dolan, Westcon executive vice president of worldwide sales and marketing, and chief operating officer Alan Marc Smith spoke about both the group and issues facing resellers.
Dolan also used the opportunity to emphasise Westcon Group's commitment to the channel.
He spoke about some of Westcon Group's plans globally. One of these will be professional services, which has been rolled out to some extent in the US, and on which resellers will be able to partner with the group and resell on to their customers. "To allow them to get into larger and more sophisticated opportunities . . . ""As a distributor, we have an understanding of what the reseller needs to be successful," Dolan said. "You have to recognise that the reseller brings to the table an intimate knowledge of the end customer and the business solution that's being provided. Ultimately it's not a product sale, it's a business solution that creates productivity, capacity or savings for that end customer."