In one of the first big wins for recently appointed Asia-Pacific vice-president, Wendy O’Keeffe, Westcon Group is taking over all channel functions for networking vendor, Nortel, in Thailand, Vietnam and the Philippines.
The deal represents a move away from a direct model for the vendor in the region, with the distributor to offer Nortel’s complete enterprise portfolio.
In a statement, O’Keeffe said the agreement would broaden the companies’ existing partnership.
“We are Nortel’s largest distributor globally and enjoy a committed relationship with other regions that we wish to translate into these new markets,” she said in the statement.
Nortel enterprise South Asia vice-president, Mark Fioretto, highlighted the need leverage the channel.
“In today’s changing market place, Nortel’s new go-to-market strategy places more emphasis on our partners and leveraging their local presence and first-class channel structure to deliver maximum value to our customers,” he said in the statement.
The news comes on the back of a difficult year for Nortel with the vendor posting a loss of $US2.1 billion for its fourth quarter. In January Nortel filed for Chapter 11 bankruptcy protection.
Locally, Nortel inked and agreement with Ingram Micro to distribute the vendor’s range of unified communications solutions in April.