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Undecided Cisco makes Kiwi distributors wait

Undecided Cisco makes Kiwi distributors wait

Dicker Data, Ingram Micro and Westcon-Comstor in the dark as delays hit

Cisco has delayed revealing the findings of a distribution review in New Zealand, with the vendor still undecided as to who will make the final channel cut.

Despite speculation that a decision was imminent - expected no later than 10 August - sources close to Reseller News can now confirm a delay, with findings expected within the next 7-8 days.

While delays are not uncommon following a round of request for proposals, the magnitude of the Cisco portfolio in New Zealand no doubt stands to add further tension to the tender process.

Currently, Dicker Data, Ingram Micro and Westcon-Comstor distribute the Cisco portfolio across the country, with no word yet on whether the vendor wants to consolidate or expand its local line-up.

And all three distributors in the running have reasons to be confident, with Dicker Data holding key local reseller accounts, Ingram Micro leveraging a globally successful partnership and Westcon-Comstor housing a dedicated Cisco practice.

According to Reseller News sources, the common belief is that consolidation will occur, but questions remain as to whether the tech giant will drop one, or perhaps even two, distributors in New Zealand.

The strategic review follows a busy year for Kiwi distribution, with a number of vendors either changing or adding partners in pursuit of greater market share.

From an Ingram Micro perspective, the signing of Polycom added weight to an expanding unified communications portfolio, alongside the recruitment of specialist players Addcom Contact Solutions and Dahua Technology.

Coupled with the addition of Lantronix through the Connector Systems brand and NetEnrich, 2017 started with an exclusive agreement to offer Trend Micro’s commercial product portfolio in the perpetual license space across New Zealand.

Meanwhile, Dicker Data was recently appointed by Schneider Electric locally, following a partnership with TeamViewer in April, backed up by pre-Christmas deal with Lenovo.

Furthermore, the distributor also parted ways with Aerohive Networks in New Zealand, ending a distribution agreement that lasted almost two years.

In addition, Westcon-Comstor bolstered its capabilities across public cloud this year, targeting Amazon Web Services (AWS), Microsoft Azure and Google Cloud environments through a new software-as-a-service (SaaS) platform launch.

The launch followed a distribution deal with data migration software vendor, Datadobi, as part of a regional agreement.

Collectively, the Kiwi channel has witnessed six months of substantial change from a distributor and vendor standpoint, with the final Cisco decision expected to cause further ripples across the local market.


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