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Datastor asks partners on evolutionary journey

Datastor asks partners on evolutionary journey

Datastor used its annual Forum event today to announce a new strategy that aims to simplify vendors’ offerings amid market consolidation.

The company was heavily involved in the consolidation process last year – firstly by acquiring distributor Cellnet’s local IT business and secondly with its acquisition by Westcon Group. As a result, it is integrating new networking, security and convergence businesses with existing portfolios in storage, infrastructure and virtualisation.

Principal consultant Otto le Roux told the audience it wanted to simplify partners’ businesses in an environment where alliances and amalgamations are creating an overload of information and confusion.

“Datastor recognises there’s a lot of information and we want to make it easy,” says le Roux.

“There’s a need for flexibility and hybrid solutions. We’re taking our vendors’ ecosystems and will offer them to you in a solution-focused and customised way to suit the New Zealand market.”

The distributor says it will focus on six key “ecosystem” areas: datacentres, desktop technologies, branch and remote office offerings, data protection and security, compliance and governance, and convergence.

CEO Dave Rosenberg says following the Westcon acquisition, Datastor is making large investments in systems and people. It will move to a centralised ERP [enterprise resource planning] system and can make use of global stock, he says.

He says Datastor’s “local value” and flexible approach will continue, but with the backing of Westcon’s global operation.

In the last financial year it grew 26 and its goal is to grow a further 20 percent this financial year, he says.

Westcon is also on the expansion trail, with plans to further its presence in Asia.

Regional executive vice president Wendy O’Keefe told the Forum audience it plans to be in 14 countries in Asia Pacific, five fewer than it current is. It is close to closing an acquisition in Indonesia and has registered a Malaysian office. In addition, the company wants to establish itself in China, Korea and Japan in the next two years.

Its global goal is to be a US$6 billion company by 2015, she says.

“We won’t get there by organic growth only, we’ll get there by entering new markets.”

Westcon predicts distribution will continue to consolidate and become more global to achieve reach and economies of scale.

“Distribution isn’t going away but it might need an extreme makeover,” says O’Keefe, adding Datastor’s reach and strong partner relationships will be a key part of the makeover process for Westcon.


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