Dolph Westerbos says Westcon Group shifts and investments are paying off

Sarah Kurunda from CRN interviewed Dolph Westerbos, Westcon Group CEO, to discuss his thoughts on the recent changes and investments in the company’s future.

Westcon Group has a very solid foundation with a compelling line card but during this time, he has spent a lot of time with vendors and partners to ask them what they thought worked well and what could be improved.

“Westcon Group has been making some key changes to make itself even more competitive, based on feedback from reseller and vendor partners.”

Firstly, the changes would focus on reducing complexity to improve clarity and agility thus maintaining Westcon Group’s scalability and support structure. The global expansion has increased to 69 countries as well as making some aquisitions, such as Intact Integrated Services.

“What distinguishes Westcon Group from its competition is its global footprint, its people and its deep specialisation in what it sees are key solution areas”, Westerbos said.

Dolph Westerbos is interviewed by CRN - Video Available on CRN's site“In many ways, all distributors form important functions and there is a core of functions that is very transferrable between our competitors, and everybody is looking for what makes you unique. What I love about Westcon Group and was surprised by, we go deeper I think than our competitors … We’re not trying to be everything to everyone. Where we’re specialising, we like to go really deep, really understand both our customer issues and our vendor issues and build enough technical expertise but also industry and market expertise. I think that depth of relationship and that depth of technical expertise is key.”

“What distinguishes Westcon Group from its competition is its global footprint, its people and its deep specialization in what it sees are key solution areas”

Of the five key areas that Westcon Group specialises in is Unified Communications and Collaboration, or UCC.

“Unified communications and collaboration has been a fairly steady business over the past few years, but the growth in that area is starting to ramp up”, he said, “especially around the Microsoft Lync ecosystem and other new solutions.”

Westcon Group is also is seeing growth in its services business while heavily investing in that area for the future by creating a dedicated specialisation through the Services Solutions practice, created earlier this year. Part of the standardisation is to globalise the services successes in individual regions while the Intact acquisition added 120 engineers to the company’s repertoire which will greatly help with solution design and having more “feet on the street”.

“Intact has been a really great acquisition for us. You’ll see us make more of those kind of investments in the the future, finding additional capabilities to in-source to the company,” Westerbos said.

“Unified communications and collaboration has been a fairly steady business over the past few years, but the growth in that area is starting to ramp up especially around the Microsoft Lync ecosystem and other new solutions”

Another key area of investment is in Cloud, which also saw the creation of a specialised practice, Cloud Solutions. While Westerbos said that “no one has figured out go-to-market in the cloud,” when it comes to distribution just yet, he said that Westcon Group taking position as a leader in helping clients and vendors make the transition. However, Westcon Group is not becoming a cloud service provider itself, instead, maintaining the non-competing supply chain side which Westcon Group excels at.

 

To read the full article, visit CRN.

 

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