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27 Feb 2006
Westcon and Comstor have reassured their respective channels that no cut-backs will occur following the firms’ consolidation into a single operation.
As revealed by CRN online, the distributors, both subsidiaries of The Datatec Group, have claimed the merger will create a simplified organisation called Westcon Group UK. This means a combined sales operation will service the channel to avoid duplication and form a simplified supply chain, the firm claimed.
Jon Pritchard general manager of Cisco-focused Comstor, will assume the role of managing director. Simon Thompson, chief at Westcon, which sells mainly Cisco rivals, will become sales director.
Barry Shakespeare, executive vice president for European operations at Westcon, told CRN: “At one point we have had six different sales people selling to one account and customers said it would be better to have one point of contact.”
Shakespeare added the new set-up would offer Westcon’s total range of voice and security products.
Bernie Dodwell, former alliances manager at Westcon who will assume the position of European security manager, said: “There will be no cut-back on VARs. We have spoken to all our vendors about these changes and not one has expressed any reservations.”
Dodwell added both firms’ Cirencester and Slough offices will continue to operate with headcounts rising.
John Pepper, managing director at Cisco reseller MINX Technology, said: “You pay two to three per cent extra with Comstor because of the intensive support and qualified teams, and my only worry is that this would become diluted with less pre and post sales support.”
Mark O’Hara, managing director at Cisco reseller Hydra, said: “I hope our relationship with Comstor will not change. The move to come together was bound to happen as the market is so
congested. If they are not going to reduce overheads then what is the rationale for putting the firms together?”
Paul Jenkinson, UK channel manager at Westcon vendor partner F5 Networks, said: “It is positive for us as both brands are very strong across Europe. They had duplication of purchasing, which has now been consolidated to free up resources.”
trevor_treharne@vnu.co.uk
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