Westcon Group and EMC have deepened their five-year relationship, with the distributor being granted access to EMC’s Iomega and Data Domain portfolios.
Data Domain, meanwhile, was acquired in July 2009, and is also represented by Avnet.
EMC general manager, partners and alliances, David Henderson, said neither incumbent distributor needed to worry about an additional representative in the market.
“We want to get a very broad communication into the market place,” Henderson said. “Iomega and Data Domain are applicable to a wide range of markets, both metropolitan and regional.
“There is no point having multiple distributors fighting over the business. We believe it will grow and distributors will be able to sustain investment without causing conflict.”
Westcon is focused on a B2B model. Ingram Micro has a retail practice with a complex structure that is difficult to build, so it will have an entirely different set of opportunities, Henderson cited as an example.
EMC was being realistic with growth expectations from its Westcon business, understanding that it would take time for the distributor to develop the relationships to properly grow the market.
“We’ll only be looking for millions this year, not tens of millions,” he said.
It took some time to give Westcon access to both portfolios, as EMC wanted to ensure the integration with the companies was completed successfully to minimise potential confusion, Henderson said.
Weston storage business manager, Kerry Soussou, said the EMC business was a significant one for the distributor. It has appointed two new staff in Victoria to help grow the storage business.
Both organisations are keen to continue the relationship, in which Westcon behaves as an extension of the EMC arm, Soussou said.
“We’ve involved in additional informal training for partners to what EMC offers,” she said.
“We’re also going out and passing on the benefits of these products to partners and end users – we’ll also jointly engage with the customer if that’s what the partner wishes.”