Duncan in as Westcon looks to build security
New appointments expected as distributor plans to use equIP money to create new business capability
Westcon has appointed Scott Duncan as director of security as the distributor plans to plough funds into expanding its security capability.
Duncan joins from security distributor equIP, where he worked as sales director. Westcon narrowly missed out on acquiring equIP last month and Matrix Communications Group eventually sold equIP to Horizon Technology Group (CRN, 6 February).
Westcon plans to use the funds originally ear-marked for the equIP acquisition to expand its security business organically. More appointments are expected.
Bernie Dodwell, European security manager at Westcon, who also set-up Allasso, the security arm of InTechnology, with Duncan in 1997, told CRN: “Scott has a wealth of experience and has been given money to invest into our security business.
“The equIP money is being invested into the organic growth of our security business. We will make other appointments. It is part of our investment and development plan.”
Only last week Westcon announced it was merging with sister company Comstor (CRN, 27 February).
Scott Dobson, managing director of distributor Vcomm, said vendors will look favourably on Westcon building its security strength because of its strong brand in other areas.
“It is a good strategy [for Westcon] to build a security business. It should not take that long for it to grow organically,” he said.
Jess Thompson-Hughes, managing director at distributor React Technologies, said: “Most equIP customers will have loyalty to the firm, and not Duncan. However, the Westcon strategy is all about the long-term. With the right funds Westcon will be able to get the organic growth that it wants.”
David Galton-Fenzi, group sales director at networking distributor Zycko, said organic growth is the best method to build a security business.
“Security is the buzz word at the moment, but it is a high-risk market bec ause it is changing so quickly. People are the true value of a business,” he said.
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