Westcon-Comstor unveils two new go-to-market business units in EMEA

This offers Westcon’s Collaboration and Cyber Security businesses with specific expert attention and dedicated resources that add to its existing technical focus

We are also strengthening our Cyber Security business unit through additional resources, establishing new sales teams and increasing engagement with several emerging and niche security vendors, says Grant.
We are also strengthening our Cyber Security business unit through additional resources, establishing new sales teams and increasing engagement with several emerging and niche security vendors, says Grant.

Westcon-Comstor has announced two go-to-market business units designed to further align specialist resources behind its Westcon Collaboration and Cyber Security distribution businesses in EMEA. The creation of the units provides Westcon’s Collaboration and Cyber Security businesses with specific expert attention and dedicated resources that add to its existing technical focus. The newly created Go to Market models will complement the strength of existing channels and build on Westcon’s success with its core vendor community and channels.

“Our loyal vendor and channel relationships have excelled in recent years,” said David Grant, chief operating offer, Westcon International. “Now, by investing in expertise to support these areas, we believe we can drive channel business growth by helping partners navigate on-going industry shifts and seize the opportunity to secure ‘net new’ business.”

Grant highlighted that the Collaboration market is at an inflection point and we think it’s essential to establish a dedicated business unit with Go to Market specialisation for existing vendors and partners. This will be complemented by additional resources, digital capability and focus on emerging vendors and business models.

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“We are also strengthening our Cyber Security business unit through additional resources, establishing new sales teams and increasing go to market engagement with a number of emerging and niche security vendors. In order to grow and scale, these solutions require a different engagement and support model. Establishing this Cyber Security focused business unit will allow us to expand our solutions portfolio and offer greater choice and opportunity to our channel partners.”

Effective this month, the new Collaboration and Networking and Cyber Security business units will work with vendor teams and partners to introduce new solutions, secure incremental opportunities and create value through distribution.

“This is an exciting time for Westcon in EMEA,” added Grant. “We see a fast-moving Cyber Security environment. Cloud-based, ‘as a service’ business models are growing in traction. And, through selected vendors, new sales models and our digital platform capability – we’re paving the way for success.

“This creates a scenario where experienced, expert and entrepreneurial value-added distribution will come to the fore. There is immense opportunity, and we believe that Westcon offers a distinct, differentiated proposition to vendors and partners to help them secure it.”

In line with the launch of the new business unit, Westcon has named Marianne Nickenig to head the Collaboration and Networking unit. Meanwhile, Daniel Hurel will head the new Cyber Security and Next Generation Solutions Go to Market unit.

Westcon has also announced changes to its country and cluster leadership in Europe. Arno Beker, formerly managing director, Benelux is named managing director, North Cluster, which combines Benelux and Nordics. In addition, Robert Jung, formerly managing director Westcon Security DACH will now lead collaboration, networking and cyber security as managing director, DACH Cluster.

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