Riverbed's appointment of Westcon Group as its third local distributor is an intelligent move that will create new opportunities, according to rival supplier, Distribution Central.
Westcon Group joins Distribution Central and niche player, M.Tech, in having access to Riverbed’s line of WAN optimisation solutions. Riverbed managing director, Steve Dixon, said the appointment came at a fortuitous time. Westcon recently acquired Datastor in New Zealand, which was Riverbed’s sole representative in that market. A similar partnership was recently formed between the two organisations in the US.
“Westcon has the mid-size reseller base, but also has relationships with a number of the higher-end players,” Dixon said. “The risk of adding more competition is that the competition can become too fierce and there’s not enough money going around. However, it’s also important we introduce some competition as we grow – resellers and customers need the choices, otherwise prices will spiral out of control.”
Riverbed is looking for broader reach into the market, and Westcon would bring partners the vendor hadn’t previously touched, Dixon said. Rival distributor, Distribution Central, applauded the move as one that will open up the market for all involved.
Distribution Central marketing director, Nick Verykios, said Riverbed had been putting a lot of resources and effort into the channel.
“There’s a lot more available to the channel and that will open more opportunities for us,” he said. “We like Riverbed’s plans – they’ve done it very intelligently and want the best representation in the market. Yes they’ve appointed Westcon Group, but we’re in there as well.”
In a release, Westcon Group Australia managing director, Leigh Howard, said the vendor fit well within its datacentre and storage practice.
“Westcon’s continues product strategy is to work with leading technology vendors in building out complementary eco-system solutions and services, and Riverbed is a perfect vendor in this regard,” he stated.