Resellers Get Business Advice from VAD

Technology distributor Westcon Group Inc. said Tuesday it is engaging resellers in “out of the box partnering” in order to help them manage operational aspects of their business in areas such as human resources, finance, marketing and business strategy.

Westcon Group has delivered guidance to resellers on a range of functions, such as recruiting and retaining talent, extending terms and managing receivables, developing sales and marketing efficiency and establishing and articulating a value proposition.

“In order for us to help our customers be more successful, we need to understand their businesses — not just at a traditional distribution level, but on a more strategic level,” said Lynn Smurthwaite-Murphy, vice president of Westcon Canada. “Gaining a multidimensional view of our customers’ business has helped us remove obstacles they face in their own growth plans, and as a result we have become a more strategic partner.”

Tim Cook, vice president of sales for Dramis, a Westcon partner, said the distribution has helped its business with custom sales training, HR support as well as a business strategy review. “These things set them apart from all other distributors, while creating stronger loyalty between both companies,” Cook said in a press statement.

“Since we began working with Westcon just over a year ago, they have consulted with us on a range of areas such as HR, marketing and finance. We have in turn applied this expertise to our own business. Our relationship with Westcon far exceeds what one might expect from other technology distributors,” said James R. Marsh III, senior vice president of sales for Carousel Industries, a Rhode Island-based multinational technology solutions provider.

Late last year, Westcon delivered strategy sessions for some of its North American resellers. These sessions, which will continue in 2009, cover a range of topics including:

• Raising Money in the Credit Crunch: What is the Finance Industry Looking For?
• Managed Services: How Should a Smart Partner Respond?
• Driving Better Performance from Your Sales Teams
• Driving More Engagement and Profit from your Existing Customers
• Building an International Business