SlideShare a Scribd company logo
1 of 23
Business engagement discussion
: Global accounts team
15.01.20
Westcon Middle East
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.
3
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
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
5
Local presence
Warehouse
Office
Advanced
logistic centre
Warehouse
Office
Local presence
EMEA APAC
We manage global opportunities through a joint venture with Westcon
Americas, providing continuity and a seamless global service for our partners.
Westcon-Comstor
Synnex
6
Westcon-Comstor - EMEA Key facts
Local presence
Warehouse
Office
Advanced logistic
centre
Numbers: FY19
Partners
Logistics centres &
stocking facilities
Offices
Employees 2,170
37
11
10,000+
Annual Revenue $2.5B
7
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

8
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
9
Vendor range and partnerships
Comstor
Security
Unified communications
10
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
11
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
12
Technical
Services
Global
Deployment
Solutions
Digital
Distribution
Understanding emerging trends,
delivering scale, meeting
customer needs and managing
complexity are what really deliver
value to our partners and ensure
their success.
Where we create
real value
13
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.
14
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.
15
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
16
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
17
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
18
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
19
Co-Sell & Co-Deliver Program
20
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:
21
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.
22
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
Thank you

More Related Content

Similar to Business engagement discussion - short.pptx

HRSeminar F&O Ulrich Penzkofer NRB
HRSeminar F&O Ulrich Penzkofer NRBHRSeminar F&O Ulrich Penzkofer NRB
HRSeminar F&O Ulrich Penzkofer NRBHRmagazine
 
FDSeminar F&O Ulrich Penzkofer NRB
FDSeminar F&O Ulrich Penzkofer NRBFDSeminar F&O Ulrich Penzkofer NRB
FDSeminar F&O Ulrich Penzkofer NRBFDMagazine
 
Global Integrated Solutions Real Challenges. Real Solutions
Global Integrated Solutions Real Challenges. Real SolutionsGlobal Integrated Solutions Real Challenges. Real Solutions
Global Integrated Solutions Real Challenges. Real Solutionsdreamforce2006
 
CNSG Overview Presentation 2015
CNSG Overview Presentation 2015CNSG Overview Presentation 2015
CNSG Overview Presentation 2015Sanjar Khamrabaev
 
Ariston Global Overview
Ariston Global OverviewAriston Global Overview
Ariston Global OverviewMarlark
 
Quantifi newsletter Insight spring 2014
Quantifi newsletter Insight spring 2014Quantifi newsletter Insight spring 2014
Quantifi newsletter Insight spring 2014Quantifi
 
Dlr company overview may final
Dlr company overview may finalDlr company overview may final
Dlr company overview may finalir_digitalrealty
 
Dlr company overview may metro
Dlr company overview may  metroDlr company overview may  metro
Dlr company overview may metroir_digitalrealty
 
SREYAS SOFTWARE SOLUTIONS PRIVATE LIMITED
SREYAS SOFTWARE SOLUTIONS PRIVATE LIMITEDSREYAS SOFTWARE SOLUTIONS PRIVATE LIMITED
SREYAS SOFTWARE SOLUTIONS PRIVATE LIMITEDAnkushKashyap25
 
CIS_Presentation1.pptx
CIS_Presentation1.pptxCIS_Presentation1.pptx
CIS_Presentation1.pptxSuresh Boga
 
Cloud Telephony Service Market Size, Share & Trends Estimation Report By Depl...
Cloud Telephony Service Market Size, Share & Trends Estimation Report By Depl...Cloud Telephony Service Market Size, Share & Trends Estimation Report By Depl...
Cloud Telephony Service Market Size, Share & Trends Estimation Report By Depl...subishsam
 
Sc Overview
Sc OverviewSc Overview
Sc Overviewchrisre
 
GDS Corporate Capability Statement 2015
GDS Corporate Capability Statement 2015GDS Corporate Capability Statement 2015
GDS Corporate Capability Statement 2015Ned Fasullo
 
SAP-AMS-Support-For-Global-Technology-Distributor.pdf
SAP-AMS-Support-For-Global-Technology-Distributor.pdfSAP-AMS-Support-For-Global-Technology-Distributor.pdf
SAP-AMS-Support-For-Global-Technology-Distributor.pdfAnil
 

Similar to Business engagement discussion - short.pptx (20)

ABI
ABIABI
ABI
 
CALNET Healthcare Industries revised 10 30
CALNET Healthcare Industries revised 10 30CALNET Healthcare Industries revised 10 30
CALNET Healthcare Industries revised 10 30
 
HRSeminar F&O Ulrich Penzkofer NRB
HRSeminar F&O Ulrich Penzkofer NRBHRSeminar F&O Ulrich Penzkofer NRB
HRSeminar F&O Ulrich Penzkofer NRB
 
FDSeminar F&O Ulrich Penzkofer NRB
FDSeminar F&O Ulrich Penzkofer NRBFDSeminar F&O Ulrich Penzkofer NRB
FDSeminar F&O Ulrich Penzkofer NRB
 
Vu matrix
Vu matrixVu matrix
Vu matrix
 
Global Integrated Solutions Real Challenges. Real Solutions
Global Integrated Solutions Real Challenges. Real SolutionsGlobal Integrated Solutions Real Challenges. Real Solutions
Global Integrated Solutions Real Challenges. Real Solutions
 
IT industry
IT industryIT industry
IT industry
 
The Value Plus Magazine - October GITEX Issue
The Value Plus Magazine - October GITEX IssueThe Value Plus Magazine - October GITEX Issue
The Value Plus Magazine - October GITEX Issue
 
CNSG Overview Presentation 2015
CNSG Overview Presentation 2015CNSG Overview Presentation 2015
CNSG Overview Presentation 2015
 
Ariston Global Overview
Ariston Global OverviewAriston Global Overview
Ariston Global Overview
 
Quantifi newsletter Insight spring 2014
Quantifi newsletter Insight spring 2014Quantifi newsletter Insight spring 2014
Quantifi newsletter Insight spring 2014
 
Dlr company overview may final
Dlr company overview may finalDlr company overview may final
Dlr company overview may final
 
Dlr company overview may metro
Dlr company overview may  metroDlr company overview may  metro
Dlr company overview may metro
 
SREYAS SOFTWARE SOLUTIONS PRIVATE LIMITED
SREYAS SOFTWARE SOLUTIONS PRIVATE LIMITEDSREYAS SOFTWARE SOLUTIONS PRIVATE LIMITED
SREYAS SOFTWARE SOLUTIONS PRIVATE LIMITED
 
CIS_Presentation1.pptx
CIS_Presentation1.pptxCIS_Presentation1.pptx
CIS_Presentation1.pptx
 
Cloud Telephony Service Market Size, Share & Trends Estimation Report By Depl...
Cloud Telephony Service Market Size, Share & Trends Estimation Report By Depl...Cloud Telephony Service Market Size, Share & Trends Estimation Report By Depl...
Cloud Telephony Service Market Size, Share & Trends Estimation Report By Depl...
 
Sc Overview
Sc OverviewSc Overview
Sc Overview
 
GDS Corporate Capability Statement 2015
GDS Corporate Capability Statement 2015GDS Corporate Capability Statement 2015
GDS Corporate Capability Statement 2015
 
SAP-AMS-Support-For-Global-Technology-Distributor.pdf
SAP-AMS-Support-For-Global-Technology-Distributor.pdfSAP-AMS-Support-For-Global-Technology-Distributor.pdf
SAP-AMS-Support-For-Global-Technology-Distributor.pdf
 
Bp
BpBp
Bp
 

Recently uploaded

What's New in Teams Calling, Meetings and Devices March 2024
What's New in Teams Calling, Meetings and Devices March 2024What's New in Teams Calling, Meetings and Devices March 2024
What's New in Teams Calling, Meetings and Devices March 2024Stephanie Beckett
 
How AI, OpenAI, and ChatGPT impact business and software.
How AI, OpenAI, and ChatGPT impact business and software.How AI, OpenAI, and ChatGPT impact business and software.
How AI, OpenAI, and ChatGPT impact business and software.Curtis Poe
 
A Deep Dive on Passkeys: FIDO Paris Seminar.pptx
A Deep Dive on Passkeys: FIDO Paris Seminar.pptxA Deep Dive on Passkeys: FIDO Paris Seminar.pptx
A Deep Dive on Passkeys: FIDO Paris Seminar.pptxLoriGlavin3
 
Connect Wave/ connectwave Pitch Deck Presentation
Connect Wave/ connectwave Pitch Deck PresentationConnect Wave/ connectwave Pitch Deck Presentation
Connect Wave/ connectwave Pitch Deck PresentationSlibray Presentation
 
Ensuring Technical Readiness For Copilot in Microsoft 365
Ensuring Technical Readiness For Copilot in Microsoft 365Ensuring Technical Readiness For Copilot in Microsoft 365
Ensuring Technical Readiness For Copilot in Microsoft 3652toLead Limited
 
The Ultimate Guide to Choosing WordPress Pros and Cons
The Ultimate Guide to Choosing WordPress Pros and ConsThe Ultimate Guide to Choosing WordPress Pros and Cons
The Ultimate Guide to Choosing WordPress Pros and ConsPixlogix Infotech
 
WordPress Websites for Engineers: Elevate Your Brand
WordPress Websites for Engineers: Elevate Your BrandWordPress Websites for Engineers: Elevate Your Brand
WordPress Websites for Engineers: Elevate Your Brandgvaughan
 
Gen AI in Business - Global Trends Report 2024.pdf
Gen AI in Business - Global Trends Report 2024.pdfGen AI in Business - Global Trends Report 2024.pdf
Gen AI in Business - Global Trends Report 2024.pdfAddepto
 
Are Multi-Cloud and Serverless Good or Bad?
Are Multi-Cloud and Serverless Good or Bad?Are Multi-Cloud and Serverless Good or Bad?
Are Multi-Cloud and Serverless Good or Bad?Mattias Andersson
 
Generative AI for Technical Writer or Information Developers
Generative AI for Technical Writer or Information DevelopersGenerative AI for Technical Writer or Information Developers
Generative AI for Technical Writer or Information DevelopersRaghuram Pandurangan
 
Scanning the Internet for External Cloud Exposures via SSL Certs
Scanning the Internet for External Cloud Exposures via SSL CertsScanning the Internet for External Cloud Exposures via SSL Certs
Scanning the Internet for External Cloud Exposures via SSL CertsRizwan Syed
 
Advanced Computer Architecture – An Introduction
Advanced Computer Architecture – An IntroductionAdvanced Computer Architecture – An Introduction
Advanced Computer Architecture – An IntroductionDilum Bandara
 
Take control of your SAP testing with UiPath Test Suite
Take control of your SAP testing with UiPath Test SuiteTake control of your SAP testing with UiPath Test Suite
Take control of your SAP testing with UiPath Test SuiteDianaGray10
 
The Role of FIDO in a Cyber Secure Netherlands: FIDO Paris Seminar.pptx
The Role of FIDO in a Cyber Secure Netherlands: FIDO Paris Seminar.pptxThe Role of FIDO in a Cyber Secure Netherlands: FIDO Paris Seminar.pptx
The Role of FIDO in a Cyber Secure Netherlands: FIDO Paris Seminar.pptxLoriGlavin3
 
Passkey Providers and Enabling Portability: FIDO Paris Seminar.pptx
Passkey Providers and Enabling Portability: FIDO Paris Seminar.pptxPasskey Providers and Enabling Portability: FIDO Paris Seminar.pptx
Passkey Providers and Enabling Portability: FIDO Paris Seminar.pptxLoriGlavin3
 
TrustArc Webinar - How to Build Consumer Trust Through Data Privacy
TrustArc Webinar - How to Build Consumer Trust Through Data PrivacyTrustArc Webinar - How to Build Consumer Trust Through Data Privacy
TrustArc Webinar - How to Build Consumer Trust Through Data PrivacyTrustArc
 
"Subclassing and Composition – A Pythonic Tour of Trade-Offs", Hynek Schlawack
"Subclassing and Composition – A Pythonic Tour of Trade-Offs", Hynek Schlawack"Subclassing and Composition – A Pythonic Tour of Trade-Offs", Hynek Schlawack
"Subclassing and Composition – A Pythonic Tour of Trade-Offs", Hynek SchlawackFwdays
 
Merck Moving Beyond Passwords: FIDO Paris Seminar.pptx
Merck Moving Beyond Passwords: FIDO Paris Seminar.pptxMerck Moving Beyond Passwords: FIDO Paris Seminar.pptx
Merck Moving Beyond Passwords: FIDO Paris Seminar.pptxLoriGlavin3
 
DevoxxFR 2024 Reproducible Builds with Apache Maven
DevoxxFR 2024 Reproducible Builds with Apache MavenDevoxxFR 2024 Reproducible Builds with Apache Maven
DevoxxFR 2024 Reproducible Builds with Apache MavenHervé Boutemy
 
"ML in Production",Oleksandr Bagan
"ML in Production",Oleksandr Bagan"ML in Production",Oleksandr Bagan
"ML in Production",Oleksandr BaganFwdays
 

Recently uploaded (20)

What's New in Teams Calling, Meetings and Devices March 2024
What's New in Teams Calling, Meetings and Devices March 2024What's New in Teams Calling, Meetings and Devices March 2024
What's New in Teams Calling, Meetings and Devices March 2024
 
How AI, OpenAI, and ChatGPT impact business and software.
How AI, OpenAI, and ChatGPT impact business and software.How AI, OpenAI, and ChatGPT impact business and software.
How AI, OpenAI, and ChatGPT impact business and software.
 
A Deep Dive on Passkeys: FIDO Paris Seminar.pptx
A Deep Dive on Passkeys: FIDO Paris Seminar.pptxA Deep Dive on Passkeys: FIDO Paris Seminar.pptx
A Deep Dive on Passkeys: FIDO Paris Seminar.pptx
 
Connect Wave/ connectwave Pitch Deck Presentation
Connect Wave/ connectwave Pitch Deck PresentationConnect Wave/ connectwave Pitch Deck Presentation
Connect Wave/ connectwave Pitch Deck Presentation
 
Ensuring Technical Readiness For Copilot in Microsoft 365
Ensuring Technical Readiness For Copilot in Microsoft 365Ensuring Technical Readiness For Copilot in Microsoft 365
Ensuring Technical Readiness For Copilot in Microsoft 365
 
The Ultimate Guide to Choosing WordPress Pros and Cons
The Ultimate Guide to Choosing WordPress Pros and ConsThe Ultimate Guide to Choosing WordPress Pros and Cons
The Ultimate Guide to Choosing WordPress Pros and Cons
 
WordPress Websites for Engineers: Elevate Your Brand
WordPress Websites for Engineers: Elevate Your BrandWordPress Websites for Engineers: Elevate Your Brand
WordPress Websites for Engineers: Elevate Your Brand
 
Gen AI in Business - Global Trends Report 2024.pdf
Gen AI in Business - Global Trends Report 2024.pdfGen AI in Business - Global Trends Report 2024.pdf
Gen AI in Business - Global Trends Report 2024.pdf
 
Are Multi-Cloud and Serverless Good or Bad?
Are Multi-Cloud and Serverless Good or Bad?Are Multi-Cloud and Serverless Good or Bad?
Are Multi-Cloud and Serverless Good or Bad?
 
Generative AI for Technical Writer or Information Developers
Generative AI for Technical Writer or Information DevelopersGenerative AI for Technical Writer or Information Developers
Generative AI for Technical Writer or Information Developers
 
Scanning the Internet for External Cloud Exposures via SSL Certs
Scanning the Internet for External Cloud Exposures via SSL CertsScanning the Internet for External Cloud Exposures via SSL Certs
Scanning the Internet for External Cloud Exposures via SSL Certs
 
Advanced Computer Architecture – An Introduction
Advanced Computer Architecture – An IntroductionAdvanced Computer Architecture – An Introduction
Advanced Computer Architecture – An Introduction
 
Take control of your SAP testing with UiPath Test Suite
Take control of your SAP testing with UiPath Test SuiteTake control of your SAP testing with UiPath Test Suite
Take control of your SAP testing with UiPath Test Suite
 
The Role of FIDO in a Cyber Secure Netherlands: FIDO Paris Seminar.pptx
The Role of FIDO in a Cyber Secure Netherlands: FIDO Paris Seminar.pptxThe Role of FIDO in a Cyber Secure Netherlands: FIDO Paris Seminar.pptx
The Role of FIDO in a Cyber Secure Netherlands: FIDO Paris Seminar.pptx
 
Passkey Providers and Enabling Portability: FIDO Paris Seminar.pptx
Passkey Providers and Enabling Portability: FIDO Paris Seminar.pptxPasskey Providers and Enabling Portability: FIDO Paris Seminar.pptx
Passkey Providers and Enabling Portability: FIDO Paris Seminar.pptx
 
TrustArc Webinar - How to Build Consumer Trust Through Data Privacy
TrustArc Webinar - How to Build Consumer Trust Through Data PrivacyTrustArc Webinar - How to Build Consumer Trust Through Data Privacy
TrustArc Webinar - How to Build Consumer Trust Through Data Privacy
 
"Subclassing and Composition – A Pythonic Tour of Trade-Offs", Hynek Schlawack
"Subclassing and Composition – A Pythonic Tour of Trade-Offs", Hynek Schlawack"Subclassing and Composition – A Pythonic Tour of Trade-Offs", Hynek Schlawack
"Subclassing and Composition – A Pythonic Tour of Trade-Offs", Hynek Schlawack
 
Merck Moving Beyond Passwords: FIDO Paris Seminar.pptx
Merck Moving Beyond Passwords: FIDO Paris Seminar.pptxMerck Moving Beyond Passwords: FIDO Paris Seminar.pptx
Merck Moving Beyond Passwords: FIDO Paris Seminar.pptx
 
DevoxxFR 2024 Reproducible Builds with Apache Maven
DevoxxFR 2024 Reproducible Builds with Apache MavenDevoxxFR 2024 Reproducible Builds with Apache Maven
DevoxxFR 2024 Reproducible Builds with Apache Maven
 
"ML in Production",Oleksandr Bagan
"ML in Production",Oleksandr Bagan"ML in Production",Oleksandr Bagan
"ML in Production",Oleksandr Bagan
 

Business engagement discussion - short.pptx

  • 1. Business engagement discussion : Global accounts team 15.01.20 Westcon Middle East
  • 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.
  • 3. 3 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
  • 5. 5 Local presence Warehouse Office Advanced logistic centre Warehouse Office Local presence EMEA APAC We manage global opportunities through a joint venture with Westcon Americas, providing continuity and a seamless global service for our partners. Westcon-Comstor Synnex
  • 6. 6 Westcon-Comstor - EMEA Key facts Local presence Warehouse Office Advanced logistic centre Numbers: FY19 Partners Logistics centres & stocking facilities Offices Employees 2,170 37 11 10,000+ Annual Revenue $2.5B
  • 7. 7 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 
  • 8. 8 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
  • 9. 9 Vendor range and partnerships Comstor Security Unified communications
  • 10. 10 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
  • 11. 11 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
  • 12. 12 Technical Services Global Deployment Solutions Digital Distribution Understanding emerging trends, delivering scale, meeting customer needs and managing complexity are what really deliver value to our partners and ensure their success. Where we create real value
  • 13. 13 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.
  • 14. 14 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.
  • 15. 15 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
  • 16. 16 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
  • 17. 17 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
  • 18. 18 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
  • 20. 20 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:
  • 21. 21 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.
  • 22. 22 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

Editor's Notes

  1. 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.