IT value-added distributor Westcon Group Inc. carved out a healthy business as a Cisco distributor with its Comstor...
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practice. It now looks to be forging closer ties with another IT vendor behemoth, CA Technologies. Westcon announced today that it will distribute a CA product line, CA Nimsoft Monitor, in North America, the first of a group of CA products the company hopes to distribute both in North America and abroad.
Daniel Papes, Westcon Group's senior vice president of Global Data Center and Cloud Solutions, said that the company is planning to expand its data center business globally and that the North American CA distribution deal is part of that strategy. The announcement also marks the expansion of the Tarrytown, N.Y., company's relationship with CA. Westcon currently distributes CA products outside the United States, including in APAC, New Zealand and Australia. "In North America, we've focused more on convergence, security and Comstor [the distributor's Cisco-focused practice]. Now we're focusing on growing the data center business," Papes said.
Papes also stressed that Westcon focuses on product solution sets -- a combination of products tied together with integration and other services -- rather than simply products. "Our target margins as a business don't allow [product-centric sales]," he said.
CA Nimsoft Monitor, an IT monitoring product, will be available on either a Software-as-a-Service or on-premises basis. Andy Banks, Westcon's vice president of North America, explained that the company is targeting CA Nimsoft to managed service providers for use in their own business, as well as to IT solution providers that resell the product to IT organizations. He said that CA Nimsoft meshes well with Westcon's product portfolio. "It fits nicely with [the] mid-enterprise [market] but it also scales up as well," he said.
Papes said Westcon Group and CA intend to expand the relationship even further over the next 12 to 18 months to other global regions and including additional CA products. Banks said that Westcon doesn't intend to gain distribution rights for all CA products but will pursue CA distribution rights to products that "make sense and [that] complement our reseller base."