2019 Top Channel Chiefs: Steve Lockie

Steve Lockie is the group managing director, Westcon-Comstor

Westcon, Westcon-Comstor, Distributor, Middle East

Steve Lockie has a long-standing experience in a range of roles from pre-sales, business development, product management, sales & marketing leadership and corporate leadership roles across Europe, Middle East and Africa. He has been instrumental in introducing value-added offerings such as marketing as a service (MaaS) and developing adjacent business opportunities in services, annuities and global accounts.

Years with company: 11             Years in IT channel: 28

He has also led the company’s digital transformation in the Middle East with the roll out of several ‘Customer Technology’ applications such as SAP, 1View, SalesView and RenewView. "These provide us with competitive advantages and significant productivity gain by ensuring that our sales teams remain focused on selling and not administration and that our customer support teams are able to provide an excellent customer experience," added Lockie.


Business so far

The company made investments into the formation of local entities and staff throughout the region along with significant investment in services sales and delivery. It also made upgrades to the digital distribution platform including PartnerView and RenewView annuity system. Westcon-Comstar was recognised for its efforts in building the channel with no less than 30 awards during the past year including those from Aon Hewitt, Cisco Systems, Palo Alto Networks, F5 Networks, Symantec, Sonicwall, Ruckus, Pelco, Avaya, Extreme Networks and Zebra Technologies.

Future Plans

Further geographic expansion building on the existing UAE, KSA, Qatar, Kuwait and Bahrain operations. Delivering customer excellence and improved experience through more intimate relationships and leveraging our Digital Distribution IT assets and systems.

Technologies to watch out for

Emergence of SD-WAN and UCaaS in the region as a credible alternative to on-premise UC.

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