Cisco-specialised distributor Comstor has hailed the success of a try-before-you-buy initiative for the networking titan's WAN optimisation kit.
The Cisco Wide Area Application Services (WAAS) Try and Buy scheme allows VARs to order demo equipment from Comstor. The distributor offers technical and marketing support and helps VARs with project specifications before the kit is installed at an end user by either Comstor or the reseller.
The distributor claims more than 85 per cent of customers go on to buy the technology.
Tony Nevill, general manager of Comstor UK said: "This is a typical example of how we are working with both Cisco and our partner community to provide value-add services to help sell Cisco. We are working with a number of partners who have the right profile and appetite to grow their business with Cisco and Comstor and I am pleased to see the success we are having already with the WAAS programme."
Cisco UK and Ireland channel director Bernadette Wightman claimed WAAS was a growth technology.
"We are seeing more demand for WAAS and datacentre solutions as companies look for better performance with applications deployed across the WAN," she said.
"Consolidation of an organisation’s infrastructure can provide many cost benefits and a simpler management process, but accelerated applications are critical in making this work. To create this reality, Comstor is helping drive the market by making it easier for the reseller to do business with Cisco."
One VAR to have taken advantage of the scheme is Block Solutions, which recently won a deal to install switching, WAAS and security kit.
Block's managing director Jon Pickering said: "Block’s technical team worked closely with the customer to correctly specify the Cisco WAAS solution and the customer wanted to see the products before making a decision.
"Comstor supported us by providing equipment for the proof-of-concept exercise. It had equipment available in the UK and got it to site within a few days. Comstor's quick reactions played a key role in helping us win the deal."
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