The VAR Guy

Westcon Group, the value-added distributor, is focusing even more aggressively on the security market. Two prime examples: Andrew Warren is now VP of the Westcon Security group, and Westcon has agreed to distribute Palo Alto Networks’ portfolio of solutions. Here’s a closer look at each move.

Going forward, Warren will play a key role developing and strengthening Wescon’s relationships in the security market, according to Lynn Smurthwaite-Murphy, Westcon’s senior VP of US and Canada. Moreover, Westcon’s new relationship with Palo Alto Networks should help to further raise Westcon’s visibility among security VARs.

So, how do partners benefit from working with Westcon? Notes Smurthwaite-Murphy:

“[There are] reseller enablement programs, resources, training, collateral material [and] we’ve invested in a demonstration [tools] that  plug into a network and obtain reports on vulnerability.”

“Palo Alto is a good fit [for our] aggressive growth strategy through net new business. [We want to] help partners differentiate [themselves with]… vendor diversification [and] security partners want a broad portfolio. [We] continue to listen to customers, assess the market [and see] what’s happening out there.”

And the key take away?

“It’s an exciting time in industry for distribution. We’ve seen a lot of change happen [with] cloud computing, virutalization and the data center…Security is an exciting place to be as a critical piece in the whole roadmap.”

We’ll be watching to see where Lynn Smurthwaite-Murphy and Andrew Warren take Westcon Group next in the security market.

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