According to Westcon A/NZ managing director, David Henderson, the deal came about when CA Technologies in Australia instituted changes to its business model.
“They had a philosophical change about channel engagement and how to embrace it to a greater extent of success, and they built up competency by bringing a number of experts from other agencies,” he said.
Henderson adds that it was “a strategic change in thinking” by CA Technologies of how to go-to-market in Australia.
“There is a time and place for the products that do not satisfy enterprise needs and can go to the mid-market instead,” he said.
“So they went searching for the most suitable distributor to work with them on developing this new channel market and engagement model, and to look at a distributor with the best coverage of mid-market Australia, and that was us.”
The Westcon Group is already anticipating “great possibilities” from within this vendor relationship, especially for its own partners.
“Ultimately, our task is to survey the market and determine where we play, which is the datacentre, communications and networking space, and put together the best approach after evaluating the market and working with that vendor to deliver to the partners,” Henderson said.
He feels that the strengths of the Westcon Group is that it will offer “more consolidation and value” to its partners through this relationship with CA Technologies.
“What we do is not about Westcon, but what is best for the partner,” Henderson said.
“That’s how we survive, by understanding what they need and we do that at a strategy level trying to work out where the various technologies are going and who the best vendors are in the marketplace, and ensuring our partner community has access to them.”
CA Technologies Australia senior director of channel sales, Klasie Holtzhausen, said the selection of Westcon Group came about following an evaluation process with three value added distributors with a set criteria.
“We felt very confident that the Westcon Group would be a good fit for us based on some of the vendors and partners that they have, and some of their focus in the marketplace and the Cloud, which made us feel comfortable about them as a partner with CA Technologies,” he said.
While the Westcon Group has worked closely with CA Technologies for over a decade in New Zealand, Holtzhausen emphasises that this did not play such a big of a factor in the Australia deal.
“In a way, it was treated separately and it was more important for us to get the get right fit in Australia, and it just so worked out that it was going to be the same in NZ as well,” he said.
Holtzhausen adds that CA Technologies in Australia some engagement with the Westcon Group’s management in New Zealand, but it was limited, so what this deal now allows the vendor to do is “really reinvigorate” its engagement in New Zealand with them as well.
As for the timing on the move, the partnership with the Westcon group is part of CA Technologies’ continuos investment in its go-to-market strategy with the channel.
“We are constantly building that strategy out, and we have been developing this as part of our portfolio that we went to take to market with the right partners to the right market segments,” Holtzhausen said.
“We believe a value added distributor fits that strategy very well.”
Not only will the partnership with the Westcon Group give the vendor access to the “right partners with the right business models,” but also focuses on the appropriate markets and industry segments that allow it to extend its reach into the marketplace.”
“That will enable us to capture the growth opportunities that exists outside the traditional large enterprise, where many vendors are focused,” Holtzhausen said.