2. 2
Company Overview
Westcon-Comstor (Westcon Group Inc.) is a value-added technology distributor of category-leading
solutions in Security, Collaboration, Networking and Data Center. We are transforming the technology supply
chain through our global capabilities in Cloud, Global Deployment, unique GSI/SP practice and
Services.
From global logistics and flexible customized financing solutions to pre-sales, technical and engineering
assistance, we work with our partners to respond with agility and speed to changing market conditions, so they
can achieve the fastest time to revenue.
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Jens Montanana
Executive Chairman
Ivan Dittrich
Chief Financial
Officer
David Corcoran
CFO APAC
Callum McGregor
CFO EMEA
David Grant
Chief Operating
Officer
Executive Team (Board)
4. 4
David Grant
Chief Operating Officer
Willem de Haan
Comstor – EU &
International GTM
Steve Lockie
Middle East
René Klein
Westcon - EU
Rakesh Parbhoo
Sub Saharan Africa
Kevin Brzezinski
Supply Chain &
Sales Operations
Donna Bain
Global HR
Sam Paris
Annuity & Services
International Leadership
Callum McGregor
Finance
Natalie Spooner
IT EMEA
Runa MacLeod
Marketing &
Comms EMEA
Kevin Brzezinski
Supply Chain &
Sales Operations
Donna Bain
Global HR
Simon Thompson
Global Customer
Sales
Dwight Pitter
Chief Information
Officer
Paul Cunningham
Chief Marketing
Officer
Willem de Haan
Comstor – EU &
International GTM
EMEA - Regional Leadership Team
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Westcon-Comstor role in the distribution channel
The
distribution
channel:
Distributor
Vendor Reseller End User
We buy products and services
from category-leading technology
vendors in technologies such as
Cuber security, Collaboration,
Networking and Data Center.
We sell these products and
services on to our customers,
meanwhile adding value to them
by offering additional services,
expertise and logistical reach.
We help our customers anticipate
and maximise sales opportunities
and overcome efficiency
challenges through in-depth
support and ownership.
The end user of the technology
products are typically business
in Finance, Healthcare,
Education, Institutions,
Manufacturing and Retail.
Westcon-Comstor
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We are a ‘value-added’ distributor
We do not JUST
move boxes…
We sell SOLUTIONS.
Products & Services from our Vendors
Solutions for our Resellers
As a Value-Added Distributor we add features or services to an existing product, before we resell it as a
solution to our reseller customers (who then sell it to their end-user customers).
Pre Sales
Support
Logistical
Services
Technical
Services Education
Services
Marketing
Post Sales
Support
Financial
Services
Support
Services Account
Mgmt
And many
more…
Added features / services
Westcon-Comstor Solutions
Vendor Products & Services
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We aim to be Number One
Vendor Our position
on their list
#1
#1
#2
Data: May 2019
Source: EMEA
Data for internal use only
Vendor Our position
on their list
#1
#2
#1
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Data Centre
Infrastructure Collaboration Mobility*
Security
Hardware, software, cloud and hybrid: our solutions make businesses more mobile, productive, connected and secure
We lead through specialisation
* In Middle East only
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Services
Core
Services
Supply Chain Services
Supporting our resellers with project
managements, logistics, integration and
reverse logistics services.
Professional Services
Providing on-demand support from our accredited
team of engineers to help ease capacity pressures
and bridge skills gaps.
Education Services
Equipping our resellers to sell technology solutions to their
customers, by educating them on the channel, the markets
and the technologies.
Support Services
Providing resellers with the remote and
onsite technical assistance to remedy
their customers’ issues in the shortest
time possible.
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Renewals as a Service
Renewals and Upselling projects
✓ Allows you to focus your sales resources on the big deals
✓ Each Service is handled as a Project with a SOW:
✓ Defined Objectives
✓ SLA and Workflows
✓ Deliverables and Reporting
✓ Start and End Dates
✓ Software and/or licensing contract related Service elements
✓ Customer
, Brand and/or Install base Service elements
✓ Engagement with End Customer representing the Reseller
✓ Renewal is defined as closing at current contract value or less
✓ Upsell is defined as closing at greater than current contract value
✓ Flexible Pricing Options
A service that allows you to focus on your top recurring deals while we help you
leverage and profit from the rest.
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With Global Deployment Solutions, partners can extend their global reach and explore international opportunities with
ease. Global logistics capabilities coupled with in-depth understanding of global, regional and local trade processes,
compliance, customs and duties provide everything partners need to successfully deploy global projects involving multi-
country rollouts
Global Deployment
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We work with leading Global System Integrators / Telecom Service providers in the Middle East and have regional
presence in UAE, KSA, Kuwait, Bahrain, Qatar, Oman, Lebanon, Egypt & Jordan.
GSI/SP Solutions
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Moving towards digital distribution
0
An increasing amount of products and
services are now delivered to end user
customers though the digital channel,
as opposed to the physical channel.
In this new digital landscape, we
enable both vendors and resellers to
continue to work with us easily and
profitably through recurring revenues,
cloud and software, licences and new
procurement methods.
Cloud and Software
platform
Services
Annuity
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Data Driven Digital First
Vendor
Alignment
Solutions
Portfolio
People
Execution
Excellence
Customer
Orientated
Goals
$4bn
revenues
Software >40%
of total sales
Annuities >30%
of total sales
Employee engagement
> 70%
Cloud revenues
> $250M
Strategic priorities
Customer satisfaction NPS
gains QoQ
Westcon-Comstor FY21 goals & strategic priorities
Confidential - internal use only
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Co Sell & Co Deliver Programme – Why Alpha Data and Westcon working
together?
• Reputation in the industry
• Value add sales drive
• Large customer base
• Technical delivery capabilities
• Maintenance capabilities
• Large projects executed for
Government sector
Westcon Comstor strengths:
• Large product portfolio
• In country pre-sales support
• True cost of delivery
quotations
• Supply chain expertise
• Compliance risk
management
• Services structure
Combined Result:
• Complete skill set
• Full service, global offering
• Increased value
proposition
Alpha Data Strength:
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Value proposition – 10 Key takeaways
Local middle east entities
UAE, KSA, Bahrain, Qatar and Kuwait, Oman will go live by H1 next year. This allows the direct
drop in importing costs and access to local market for product and services. Focus on KSA.
Global deployment solutions
Across 70 countries, with local and partner entities for import – success with accounts like
Emirates, Etihad, H&M, HSBC. Global consolidation of requests at WGEO (Westcon global).
Stocking
Local in-country stocking. Global repository of Cisco for driving down sales cycle lead times. <
2weeks, from current 4-8 weeks. Depending on the BOM.
Service provider business
Working with SP’s as end users to drive a collaborative business.
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Value proposition – 10 Key takeaways
Cisco Refresh Support
Westcon Can help customers to reduce up to 60% of it’s cost using Cisco Refresh. Possibility to
mix between refresh and non refresh products. Blend drives overall product BOM costs down.
Rate card
Fixed margin on Cisco (Global points matrix to be shared) and Security products. This will be
provided in a table to show transparently the uplift + Disti margin.
Technical support
Presales on security products are an expertise of Westcon. This will drive more bids and more
traction for deeper discounts from the vendors.
Concierge vendors
Selective sourcing, consolidation of local sourcing.
Single dedicated SPOC
We focus on the technologies essential to every business so we have unrivalled market knowledge and expertise in Infrastructure, Data Centre, Collaboration and Security. Whether it’s hardware, software, through the cloud or a hybrid model, we distribute solutions that keep businesses secure, connected and productive – both now and in the future.
We understand that it takes more than just anticipating trends and delivering the latest technologies to support our customers.
SD-WAN, hyper-convergence, edge connectivity, threat intelligence, virtualised unified communications… understanding how these emerging trends affect the way businesses operate, delivering scale, understanding partner needs and managing complexity are what really deliver value to our partners and ensure their success.
We demonstrate this through our people and partnerships: dedicated sales and support teams, education, technical design and business services ensure we are the partner that partners trust. The skills, expertise and dedication of our team is what drives the organisation, and the success of our vendor and reseller partners.
