Comstor settles into Middle East life by launching reseller schemes

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Willem de Haan, Westcon.

New-to-the-region networking distributor Comstor has formally rolled out its OneVoice and OneDefense programmes in the Middle East.

The Cisco-centric initiatives are designed to empower resellers in the convergence and security fields by giving them access to a range of tools, including selling guides, positioning tools and product information.

The schemes depend heavily on the relationships that the distributor enjoys with vendors which fit into an overall Cisco solution, such as Aladdin, APC, Citrix, Netasq and SafeBoot.

"The value we offer as a distributor is expressed through our OneVoice and One Defense programmes, which are in high-demand internationally," claimed Willem de Haan, VP business development at Comstor parent Westcon Group. "These programmes provide resellers with a single access point for training, sales tools, product support, and other important aspects to help them achieve success."

The prospect of introducing the programmes to Middle East resellers appears to have been a major factor in Cisco's decision to award Comstor Gulf distribution rights.

The schemes will strengthen the vendor's push into the advanced technologies space, which now accounts for between 30% and 35% of its regional sales. "It is not traditionally an area for our distributors, although a number of distributors have been specialising in voice and security," said Dorian Breakspear-Coyle, regional distribution manager at Cisco. "We are keen to use these types of programmes because they perfectly mirror the programmes in existence already."

In addition to Comstor, Cisco has signed Redington to address the Nigerian market and named TD, Afimex and Coast Data as new distributors in various areas of emerging Africa in the past six months.

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