Westcon Convergence has adopted the theme “Full Speed Ahead” as the driving force behind its value proposition. Tim Brooks, General Manager of Westcon Convergence UK & Ireland explains, “Today’s market is still very challenging, with new technology and the training requirements these necessitate, competing with reduced resources and budgets. It is increasingly difficult for resellers to stay equipped and ahead of the game to profit from sales opportunities and they are more cautious with where they invest their time and money”. Brooks continues, “As a result we have examined the services we offer our customers and honed and enhanced them, so that whichever point in the sales cycle we are working with them we are providing services that reduce cost, accelerate their time to market and help drive opportunity and revenue.”
Some of the new services available to Avaya SMB resellers include totalSupport – a complete service providing pre-and post-sales technical support to resellers. This is complemented by refreshed training provided across the complete range of advanced applications with implementation delivered through Westcon Academy. New pre-built SMB campaigns are also available for resellers to quickly deploy cost-effective campaigns along with the support of Westcon’s in-house marketing team. Westcon’s Head of Sales Helen Briggs comments, “We believe our services are market leading and if a reseller is serious about selling Avaya IP Office then we are very serious about the depth of support we will provide them. We have a dedicated Avaya SMB team offering expertise and focus and we are seeing marked business growth in those partners that engage with Westcon and take advantage of the comprehensive support we are able to offer.”
Westcon says its “Full Speed Ahead” ethos is also evident through its logistics and finance support. “Offering significant UK stock holding, flexible credit, direct debit and leasing programmes it recognises and addresses the challenges that SMB partners and their end user customers face.”
Dean Rayment, Managing Director of Avaya SME partner NEG adds, “ We have worked with Westcon for many years, and what keeps us loyal is their approach to listen to our needs as a business, to strive to provide flexible and innovative services which address these needs, and to help us to continue to build our business.”
New partners can benefit from the complete proposition as well as Westcon’s onboarding programme “withWestcon” which offers a fast-track route to accreditation within the Avaya Connect programme. The onboarding package delivers training, marketing support and a credit acceleration initiative which together enable resellers to meet both certification requirements and get to revenue quickly.
Westcon has also expanded its geographical reach, with the appointment of an Irish Account Director and a new Northern office in Manchester. Briggs comments, “This demonstrates our absolute commitment to be a nationwide SMB distributor and we are looking forward to a full calendar of activities to support this. Any resellers looking to evaluate their distribution supply chain should contact Westcon now.”