Westcon Group has launched the first local component of its OneX sales and marketing platform in a bid to drive better solution selling around unified communications.
The distributor took the official wrappers off its Cisco OneVoice program at a reseller event in Sydney last week. OneX is a global initiative designed to give resellers solution-based sales and marketing tools. It is based on a six-step process: Preparation, sales approach, discovery (identifying a customer's specific problems), solutions design, presentation and implementation.
“Our aim is to help with the presentation, sales and discovery aspects. We are building programs around core pillars of technology and practices, services and events, as well as around complementary vendors,” Westcon’s Cisco business manager, Sam Paris, said at the launch. “As a distributor, that’s where we can add value.”
Westcon chose to kick-off the new marketing and sales strategy initially around voice because of the growth opportunities around unified communications, Paris said.
He cited Frost and Sullivan figures, which predict $100 million growth in Australia’s UC market over the next few years.
The OneVoice portal includes market statistics and vendor-by-vendor technology comparisons from third-party group, Current Analysis, as well as how-to sell guides, marketing tools and whitepapers.
The platform is based around Westcon’s largest vendor partner, Cisco. According to Paris, about 50 per cent of its total worldwide revenue is derived from Cisco products. It also includes information about ancillary vendors such as Emerson, Jabra, Polycom and IBM Lotus.
Paris said it had taken Westcon some time to deliver the platform locally.
“We wanted to make sure we had it right for the local market,” he said. “it’s about providing resellers with the toolkit to be a trusted advisor to the end-user.”
The next step will be to establish similar OneX offerings around security, networking, mobility and wireless. Long-term, the distributor will look to extend the platform to other vendor partners.