Westcon offers safety net with Trapeze act

Networking distributor Westcon is planning to sign more security-focused vendors as control of wireless networks becomes an increasingly prominent area for resellers.

Westcon has partnered with Trapeze Networks to supply its entire range of mobility products and switches. The company claimed the deal will enable voice and data resellers to offer a more secure mobile network.

Bernie Dodwell, vendor alliances manager at Westcon UK, said Trapeze will be joined by other vendors.

“We want to build our security portfolio and Trapeze fits into this area. We plan to add more vendors by the end of the year and hope to announce three or four,” he said.

Dodwell claimed that Westcon’s is not shifting its focus to become a specialist security distributor, but one that understands the needs of voice and data resellers.

“The Trapeze technologies complement our voice and mobility security aims. The data and security resellers will pick it up quickly and the voice market, which is not as developed, can branch out,” he said.

Gary Duke, sales director at reseller LAN 2 LAN, which works with Westcon and Trapeze, said: “Westcon is acting as a forward-thinking distributor. The wireless market is changing as issues of control and authorisation become more important, and this is where Trapeze has a strong brand.”

Duke said Trapeze shipments have been positive recently. “The Trapeze product is very manageable. When you see a vendor such as 3Com come in and rebadge it, you know the company has done well,” he said.