its biggest dip into channel waters by inking a distribution deal with Westcon, as predicted by CRN last month (CRN, 21 November).
C&W signed Network Partners and Interface Advantage earlier in the year (CRN, 18 April), as its first UK distribution partners, but denied the Westcon signing will signal any conflict with its other partners.
The move is part of C&W’s continuing UK channel expansion plans, while Westcon hopes the deal will assist its convergence drive.
Marek Lowther, director of indirect business at C&W, said: “This move forms part of our distribution strategy. Westcon has a lot of expertise and is a good match from a strategy point of view.”
Lowther claimed there would be little overlap with its other channel deals, but when asked if other distributions were in the pipeline his response was bullish. “I don’t want to say no to that, but I want to concentrate on our distribution deals at the moment,” Lowther said.
Bernie Dodwell, alliances manager at Westcon, said: “This is an important part of our overall convergence drive and now we can provide the products and the connectivity.
“C&W has made a strong channel commitment as this is where it is going to get growth. We are both international firms and the bigger customers will be seeking services that stretch beyond national boundaries.”
Dodwell stated that C&W’s entire range will be available to the channel, but did not predict any conflict with the its other distributors.
“We are all in favour of competition, it [C&W] just needs to avoid over distribution as there needs to be money for everyone to make margin.”
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