Westcon Convergence and Avaya


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  • If a non-Cisco reseller, use the first two bullets on this slide, and remove the third.If a Cisco reseller, use the slide as is.KEY POINTS to emphasize:Strategic Partner – feedback from our 2010 Voice of the Partner survey showed a high percentage of resellers view their partnership with us as strategic (as opposed to consultative or transactional). Strategic partnership implies a high level of trust and cooperation, which plays to Westcon’s strengths, since in that type of an environment we can clearly demonstrate value. In the same survey of 1600 partners around the world, Westcon consistently ranked better than the competition in reliability and responsiveness, attributes that are critical to a resellers success.With the financial strength of a nearly $4B company, and extensive global capabilities (financing, operations in 40 countries, logistics/staging warehouses, partner enablement program, and strong in-country senior management teams) we are well equipped to help resellers become successful that much faster. Our partners repeatedly cite our flexible customized financing solutions as a key to their success.Unlike other broad line distributors, our separately structured and focused Comstor business practice is 100% Cisco-dedicated.
  • Westcon Convergence and Avaya

    1. 1. 2012 EMEA Sales & Executive Partner ConferenceWestcon Convergence: Avaya Platinum Sponsor
    2. 2. Our CompanyMulti-national companyUS $4bn in revenuesPresence in 40 countriesFounded 1985 14 logistics/staging facilitiesOver 60 offices Backed by 2,300 associatesShip to 170 countries 20,000+ customers 2
    3. 3. Corporate Structure 3
    4. 4. Who we are… Westcon Convergence is a value added distributor of category-leading unified communications and network infrastructure solutions with a global network of specialty resellers. Our teams create unique programs and provide exceptional financial and technical support to accelerate the business of our partners. 4
    5. 5. Global CoveragePresent in 40 countries60+ sales offices Logistics/Staging Facilities14 logistics/staging facilities Regional Sales OfficesShip to over 170 countries 5
    6. 6. Our European PresenceOperations cover:Austria, Belgium, Czech Republic, France,Germany, Greece, Italy, The Netherlands,Nordics & Baltics, Portugal, Spain,Sweden, Turkey, and UK750+ Employees Regional Sales offices Logistics / staging facilities in UK, Germany, Netherlands, Turkey 6
    7. 7. Why Customers Partner with Westcon?Strategic partner and trusted advisorUnderstands resellers’ goals and helps achieve themSuperior account managementDedicated team of expertsFinancial strength “Proven and clear marketGlobal capabilities leading abilities. Westcon are flexible and imaginative inStrong vendor relationships their dealings with resellers.”Partner Enablement Programmes 7
    8. 8. Why do Vendors Partner with Westcon?Channel presence in key regionsWorld class logisticsExpertise in global markets “Westcon Convergence are ideallyIn-depth understanding of complex technologies positioned to help both new and existing partners sell and support the AVAYA portfolio specifically the products thatExcellent Sales, Pre-Sales and Marketing support have been developed as part of the integrated roadmap or the Collaboration suite of products and the Avaya Flare™Strong relationships with speciality resellers Experience.”Highly developed channel support model Jan Lawford, Senior Director EMEA Channels 8
    9. 9. Why is Westcon the leading Avaya distributor?Heritage with Avaya since 1985Dedicated business unitIn-depth skills across complete portfolioLargest number of Avaya accredited staff: “Westcon has invested a great deal of energy into helping us grow ourOver 200 accreditations Avaya revenues. The team has also done a great job of taking Avaya’sStrong multi-tiered relationships broad product set and packaging it for our local markets.”Proven ability to accelerate partner growth 9
    10. 10. How does Westcon help reseller growth?Partner Enablement Onboarding Programmes Comprehensive Marketing Dedicated Account Management “Westcon has played an Flexible Finance Solutions vital role over the past thirteen years in improving Pre-Sales Support our business through their extraordinary sales and marketing support” Training World Class Logistics 10
    11. 11. Onboarding withWestcon Simplified Process Reduced Costs Fast track training Demo kit offer “Westcon has helped us incorporate Avaya data Marketing Starter Pack seamlessly into our portfolio. Through their comprehensive onboarding offer we quickly developed the necessary skills and with And More! Westcon’s support have built a healthy pipeline.” 11
    12. 12. Comprehensive Marketing Communications Partner Portal Partner Events and Event Management Support Design and Consultancy Service “Westcon’s marketing is excellent, well-thought out and of a superb quality. Their support saves us money Tools and Collateral and helps deliver professional results- driven marketing”Comprehensive Demand Generation 12
    13. 13. Dedicated Account Management You “I cannot praise our Westcon account manager highly enough, knowledgeable, experienced, professional and personable; they really make a difference to our Commercial Ownership Onboarding business.” Accreditation Support Training 13
    14. 14. Pre-Sales Support AES Session ManagerCESoneX “Westcon provide us with high quality pre-sales support and aIPS Aura CC PS comprehensive solution design capability when we need it, Advice and Consultancy Unified Communications enabling us to respond quickly and appropriately to our prospects and customers” Pricing Contact CentreValidations / Configurations Collaboration and Video Demonstrations SMEC 14
    15. 15. TrainingSME UC CC Data Video Product and Solution Sales Training “Engaging, energetic and open while Pre-Sales Training interesting and informative. Westcon training has really enabled me to develop my Avaya knowledge and selling skills, right across the Avaya portfolio” Accredited Avaya Technical Training 15
    16. 16. Logistical ServicesSupply chain managementVirtual private warehouseGlobal project management and staged roll outsInternational shipping and export managementReverse logistics and lifecycle management “Westcon’s logistical services enableSpecial freight handling services us to provide a world-class service to our customers. The scope of theCustom packaging and delivery services services they offer is incredible.”Significant stock holding 16
    17. 17. Global SI PropositionSingle point of contactContacted engagement - GloballyLocal engagement model “As a global systems integrator, we deal withLogistical services extremely complex multi-region, multi-vendor projects. Westcon project manages the end to end solutions, providing purchase, storage, complexExport management and compliance staging, asset tagging and delivery, while bringing vendor and third parties together to provide the complete turnkey solution. We can’t praise Westcon enough for the high level of engagement at all levels!”VAT recoverability model 17
    18. 18. Vendor Portfolio 18
    19. 19. Partner and Vendor FeedbackPartner and Global Vendor Surveys1800+ respondents from 17 countries 2010 Global Partner SurveyUp to 94% satisfaction (extremely satisfied/satisfied)Most highly rated Westcon vs Competition 91%Logistics Responsiveness satisfaction rateLongevity in Business Reliability and QualityBreadth in Portfolio Understanding 94% satisfaction rate 2011 Global Vendor Survey 19
    20. 20. Win an iPad2Westcon collateral available on iPhone/iPads.Quick, easy access to collateral on the move!Hand in your business card at the stand tobe entered for the prize drawer! 20
    21. 21. Avaya’s LEADING Distributor 21