By K R Nambiar
Following the start of its local subsidiary operations last month, specialty distributor Westcon has embarked on an aggressive India strategy.
The value-added distributor (VAD) has already inked distribution pacts with Sonicwall, Zebra, F5 Networks and Motorola, and is expected to announce more tie-ups shortly.
“We commenced operations in December, and have already activated a few of our vendor tie-ups. Over the next quarter, we will announce more such tie-ups and roll out several of our channel programs,” said Rajeev Unnikrishnan, Business Head, Westcon India.
Prior to joining Westcon, Unnikrishnan led a company called SkillProfiler, a sister concern of Inflow Technologies, a VAD. “Datatec, which recently acquired a majority stake in Inflow, is also the holding company for Westcon. Inflow is handholding Westcon to roll out its India operations. I have been transferred to aid the process,” Unnikrishnan stated. Another top executive of Inflow, Umesh Menon, has also joined Westcon. Prior to the move, Menon was in charge of Inflow’s vendor alliances.
It may be recalled that last year South Africa-based Datatec acquired a 50.01 percent stake in Inflow.
“Though we are both part of Datatec, Westcon and Inflow will operate as independent entities out of different offices with different teams. We will partner vendors who are not represented by Inflow. We will bring to India several vendors who operate in niche areas,” added Unnikrishnan.
On the channel front, Westcon plans to launch an education drive, training select partners on products and brands represented by the distributor. “Training and education of partners on both the technical and sales aspects is our immediate goal. We will soon roll out Westcon-branded services and marketing programs for them,” Unnikrishnan continued.
Westcon has branded services such as ConvergencePoint, SecurityPoint and OneVoicepoint, initiatives that help partners find resources to integrate solutions for convergence, security and unified communications respectively. Apart from these, Westcon India is likely to bring here some of its branded vertical programs such as WestconFederal and WestconHealthcare, channel support programs that help partners reach the government and healthcare segments.
Westcon operates in 19 countries, employs 1,600 people, and clocked worldwide revenue of $3 billion last year. The company expects to employ around 60 people in India by the end of current calendar year.
Over the next six months, Westcon is planning to set up offices in all the metros, and also in Hyderabad, Kochi and Pune.
A Singapore office is being planned for billing and logistics and another office will be set up in Sri Lanka. |