Networks First will support Westcon VARs
Distributor Westcon is aiming to bolster support for its resellers
Distributor Westcon is aiming to bolster support for its resellers with the appointment of services provider Networks First to supply front-line support.
The deal will see the networking distributor’s resellers working directly with Networks First, which will offer a round-the-clock helpdesk and support services for Westcon’s data product portfolio.
The alliance is designed to clarify converged technology issues that have become over-complicated for some resellers.
Bernie Dodwell, alliances manager at Westcon, claimed the relationship with Networks First will improve resellers’ knowledge and enhance their go-to-market model.
“Our channel offering is now more attractive and specialised with the addition of Networks First. VARs can move into new markets with minimal investment and will have a stronger sell to take to end-users.”
Dodwell said that any VAR looking to grow their business could benefit from the deal. But he warned that resellers covering pure voice could find themselves in trouble five years down the line.
“The way the market is going, you need outsourced partnerships so you can have specialist skills in certain areas,” he said.
“We are not focused on one area. We bridge different sectors so we can deliver convergence skills to a wider market.”
Steve Niven, sales director at Networks First, agreed that resellers will have a stronger proposition to take to their clients if they can offer additional maintenance and support capabilities.
“There is a knowledge gap for some resellers and we have seen a requirement for our services.
“Resellers will gain knowledge on how to maintain networks and will be able to call on a higher level of experience,” he said.
Networks First provided a similar service to comms distributor Crane last year (CRN, 5 April 2004). Will Morey, director at Crane, supported the Networks First set-up.
“We are working well with the company and our reseller feedback has been positive,” he said.