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Westcon Group looks to core infrastructure for growth

Westcon Group looks to core infrastructure for growth

Distributor predicts single-digit growth in the last quarter of its financial year despite the global economic downturn

Westcon Group is forecasting growth during the last quarter of its financial year

Westcon Group is forecasting growth during the last quarter of its financial year

Westcon Group is forecasting growth during the last quarter of its financial year and is sticking with its go-to-market priorities despite the global economic downturn.

In an exclusive interview with ARN, the distributor’s local general manager, Wendy O’Keeffe, said it expected to chalk up single-digit growth in the year to March 31. She attributed growth to its focus on core infrastructure areas including networking, convergence, collaboration, VoIP, security and storage, as well as project-based business.

“I don’t think we will achieve double-digit growth, but it’ll be single-digit growth and all 17 vendors we represent are expecting to grow in 2009,” O'Keeffe said. “A lot of that’s to do with the fact that the environment we play into, and our core practices… are all key areas people want to adopt from a technological perspective. They see there’s an opportunity to change their business process, get some costs reductions and model their model.

“I wouldn’t want to be in PCs and notebooks today as that’s the easiest thing to cut. That’s coming out of maintenance budgets, as opposed to project budgets.”

O’Keeffe said Westcon’s December figures were up by 20 per cent year-on-year, while January was on-track with forecasts and the February pipeline remained strong. She was also confident the distributor’s investments into enhancing business processes and transaction management over recent years would pay off in the tighter financial climate.

“My goal is to make sure we grow with our key vendors, and net new growth to those businesses by helping those vendors grow more than they expect to,” O’Keeffe said. “Out of our vendor group, we pick certain areas we think will grow faster and make sure we have the business investment, people and systems to align with those.”

For a more in-depth look at Westcon’s go-to-market approach for 2009, check out this week’s edition of ARN.


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