Westcon-Comstor is the world's leading specialty distributor of advanced network technological solutions, across category-leading solutions including datacentre and infrastructure, security, convergence, virtualisation, networking and storage with a variety of specialty resellers.

​Westcon-Comstor Imagine 2016: Why Kiwi partners should attend

​Westcon-Comstor Imagine 2016: Why Kiwi partners should attend

Ahead of Westcon-Comstor Imagine 2016, Reseller News previews the vendors on show, uncovering what partners can expect when attending one of the region’s leading technology conference.

Westcon-Comstor Imagine 2016, New Zealand’s premier business technology event, comes to Auckland and Wellington in May, showcasing a wide variety of market leading vendors.

Covering cloud, mobility, networking security, storage and unified communications - among many other key technologies - the day long events will uncover key market trends and opportunities for the local channel, enabling Kiwi partners to extract value from a changing digital world.

Set for Auckland on May 3 and Wellington on May 5, Imagine 2016 will examine the year ahead for the channel in New Zealand, as resellers adapt to disruptive technologies and changing business demands.

Ahead of the series, Reseller News previews the vendors on show, uncovering what partners can expect when attending one of the region’s leading technology conference.


At Imagine 2016 in New Zealand, Symantec will be focusing on key trends and patterns across the security market, observing how the changing technology landscape will impact partners across the country.

“Traditional security solutions are not effectively detecting and remediating sophisticated attacks,” says Samuel Taylor, Vendor Business Manager, Westcon-Comstor.

“In today's rapidly changing threat environment, cybercriminals continue to find targeted attack techniques that span across control points. To make things worse, many point products lack integration, requiring security analysts to examine multiple sources of data - a time-consuming process that leads to false positives and lost productivity.”

During this technical deep-dive session at Imagine 2016, Taylor says partners will learn how to advantage of advanced threat protection to get one step ahead in this changing market.

“Is your company data at risk because of the very things that make your organisation successful - cloud and mobile?” Taylor asks.

For today’s IT departments, Taylor believes the challenge is supporting the explosion of cloud-based apps and always-connected devices, with no visibility or control.

“Many times the only thing between your data in the cloud and an attacker is a password - and passwords alone are vulnerable, costly and complex,” he adds.

“During our session you’ll learn how your organisation can confidently embrace cloud and mobile with secure access from any device, and why eliminating the password improves the security and convenience of two-factor authentication.”

As users, infrastructure and applications move to the cloud at a record-breaking pace, Taylor believes the cloud has become a paradox: both a dream and a nightmare.

“Accessibility, scale, price and elasticity drive high adoption while security is a source of constant concern,” he adds. “2015 also saw the divestment of Veritas and a new partner program called SecureOne, a significantly more simplified program with much better financial benefits for our partners.

“Looking ahead, 2016 is the year to refocus and consolidate Symantec’s leadership position in cybersecurity.”


During Imagine 2016, virtualisation specialists Veeam will showcase its flagship product, Veeam Availability Suite to local partners, while also providing further information on its ProPartner Program.

“With the release of Veeam Availability Suite v9 earlier in the year, this showcase provides a unique opportunity for us to demonstrate to attendees what’s new in this version as well as addressing the requirements of an Always-On enterprise,” says Peter Bender, Head of Channel and Alliances Australia and New Zealand, Veeam.

“Currently, we are focused on pushing into the enterprise market and have been identifying partners that have enterprise accounts that we can jointly sell into. And, we’re aiming to work hand in hand with our alliance partners, which include Cisco, Microsoft, Hewlett-Packard Enterprise, NetApp and VMware, to support our move into the enterprise.”

Bender says Veeam sees a “great opportunity” for its ProPartners to capitalise on the current developments happening in the industry - with the challenges legacy backup vendors are facing with regards to de-mergers and declining profits.

“For us, we see this as a ‘right time, right place, brilliant solution’ situation - we’re receiving more interest from larger organisations - when before, they were locked in with these legacy vendors however, now, things are shifting,” he adds.

“From an opportunity point of view, our ProPartners are able to wrap around professional services when they engage with larger organisations so that the customer gets the most value out of their investment – specifically, ensuring they have their environments configured correctly, ensuring they are getting the reports and information that they need.”

Going forward, Bender says Veeam will work diligently to develop some of its silver partners into gold partners this year. In addition, the company has also just launched its Veeam Certified Engineering Program (VMCE) in New Zealand on March 1.

“The VMCE program enables the reseller to offer and deliver high quality professional services, further enabling the customer to optimise their investment in Veeam solutions for a much higher ROI and improved SLAs (Service Level Agreements),” he adds.

“We’re also going to continue to improve and expand our Cloud & Service Provider Program to provide the solutions that our customers are demanding. Overall, Veeam ProPartners will see no significant changes made to our ProPartner Program - the program doesn’t need an overhaul - as we have one the best programs in the industry.”


Storage giant NetApp will be highlighting FlexPod at Imagine 2016, a world leading converged infrastructure solution powered by NetApp and Cisco.

“Partners will hear about why this solution is winning and how they can successfully deliver the solution to their customers by utilising the award winning Westcon-Comstor OneSource program,” says Neville James, Channel Director, NetApp Australia and New Zealand.

“We will also be showcasing the NetApp AltaVault Cloud-integrated storage appliance that can enable resellers to transform their customers data centre and provide real value in the cloud.”

James says NetApp has undergone a “rapid transformation” into a solution based vendor with a portfolio of products designed to provide resellers with all the necessary tools to take their customers to the cloud - private, public or hybrid.

“Our product portfolio spans small-medium business, enterprise, government and service provider and leveraging the NetApp Data Fabric will allow these businesses to manage, secure and move data across any cloud,” James adds.

James says NetApp has seen “significant growth” in the New Zealand market and is looking to continue this momentum with “committed and passionate partners” that desire to transform customers’ IT environments.

“NetApp will continue to invest in marketing and demand generation activities around our solution offerings in conjunction with our partners to continue to fuel growth,” he adds.

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