The distributor is moving aggressively to team with solution providers on what it is calling a once-in-a-decade small-business back-office infrastructure opportunity.
'It's their choice. Not ours,' says Michael Dell of forming a solution provider relationship with CDW – a deal that could drive huge sales gains for Dell.
With a roaring economy fed by the oil boom, aWestcon CEO Dolph Westerbos says the move further solidifies the distributor's cloud strategy as Verecloud will act as the foundation for cloud distribution via its aggregation and brokerage platform.Avnet Services' IBM-related educational portfolio is getting bigger and hopefully better, the company said last week.Phil Gallagher is stepping down as global president at Avnet Technology Solutions after more than five years at the helm.While he was initially hesitant about the promises of Cisco Intercloud, as many partners were, Westcon Group CEO Dolph Westerbos said he sees a huge opportunity for distribution going forward with the technology.Seven months into his new role, Westcon Group CEO Dolph Westerbos said the distributor is diving deep into solution sets and investing in key areas, and the effort is paying off.Dolph Westerbos, CEO of Westcon, talks about the opportunities in the security space for distributors. Westerbos also talks about the shift from software distribution to services distribution.ScanSource recently said it plans to buy Network1 to expand distribution and now has its sights set on the Imago Group.The company's sales -- up 8 percent-- are on the rise due to a healthy economy. That's the word from CEO Robert Dutkowsky, who spoke with CRN following the company's July quarter results.Despite endless calls for the "death of the PC," solution providers said they aren't buying into the end of the PC just yet, they said in a VAR roundtable at D&H Distributing's New England Technology Show.Westcon Group says the expanded relationship with Palo Alto Networks will give its partners access to new markets and a deeper security portfolio.
When vendors are under intense pressure, solution providers are always the first to fall subject to the whims of top management aiming for short-term transaction gains rather than long-term strategic strength.CRN presents a preview of its Best States to Start a Solution Provider Business. Check out how the Lone Star State stacks up.Solution providers say the distributor's strong responsiveness and strong channel sales reps are helping them drive sales growth.The distributor delivered third-quarter guidance ranges in line with analyst expectations following better-than-expected earnings results for the recently ended quarter. The company's shift over the past few years to software and services has it positioned well for the future, executives say.D&H Distributing's new suite of resources for its resellers around backup and disaster recovery, includes marketing support, training and technology solutions.Geno Cenci, national Microsoft practice director for $1.1 billion solution provider ePlus Technology, is being honored as the 2014 Microsoft Sales Specialist of the Year.Tech Data has expanded its Cisco portfolio with the addition of Meraki cloud managed Wi-Fi services, a move it says is a huge opportunity for resellers looking to break into hybrid cloud markets.