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Westcon Forays into the Indian Market

Westcon Forays into the Indian Market

Global IT distribution house, Westcon, has announced its entry into the Indian market. As part of this move, the distributor is contemplating setting up its headquarters in Bangalore and opening offices in nine locations across the country; the company also intends to expand its operations in Sri Lanka. The entry into the Indian market coincides with parent company Datatec's investment in Bangalore-based VAD Inflow Technologies.

Rajiv Unnikrishnan, Head Business, Westcon India spoke to Channelworld and confirmed the news. He said, "Westcon has intended to come into India for a while now and we were waiting for the right time. The number of VADs has significantly diminished in this market due to different reasons, and Westcon intends to fill the gap."

The USD 3+billion Westcon intends to take out the solutions that it terms as 'best-suited' for the domestic market from the 100 odd relationships with technology partners that it has forged since its inception in1985. Unnikrishnan clarified, "We may explore new possibilities and sign on tie-ups specific to India and then extend it to other markets." Westcon also plans to bring in specialized vendor solutions into the Indian market. Unnikrishnan said, "To illustrate, we will be coming into India with solutions in spaces where there can be a potential difference -- say a Motorola, which has its mobility solutions or a Zebra, which is a niche player in barcode printers. We can generate markets for these vendors in sectors such as aviation or retail. So, our role-play is going to be varied and interesting."

With over 1600 employees worldwide, Westcon has five areas of focus as a specialty distributor. Unnikrishnan elaborated, "Westcon differentiates in its strategies in channel management, pre-sales (POC) for vendors, implementation, marketing and development, and pain-area management." The distribution house has been the recipient of awards and recognition from most of its technology partners and hopes to leverage the same in building its relationships with the channel partners in India.


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