C&W say their channel development is based on recruiting organisations that adds technical experience to its two-tier strategy, while helping to address the specific requirements of new growth markets for converged IP networks.
The appointment of channel development partners allows C&W to access and indirectly support many new channel resellers, including specialist organisations that provide integrated data and communication solutions and those that target the smaller enterprise.
Westcon will focus on targeting the IT reseller network market with the full portfolio of C&W managed network services for voice and data.
Marek Lowther, UK channel director, C&W, said: “The sheer scale of Westcon’s operation will help us tap into many new markets. Its proven capability in supporting the widest portfolio of Cable & Wireless data and voice services will bring scale to our reseller network coupled with significantly greater capabilities in channel development.”
Bernie Dodwell, alliances director, Westcon, said: “This is an important element of our convergence solution offering to the channel and its customers. C&W has a proven track record of delivering quality services and this partnership will be of great value to the channel.”
In April 2005, Cable & Wireless introduced a two-tier channel model that has resulted in increased reseller engagement and extended customer reach. As part of this activity, associate partners (resellers managed by the channel development partners) will also benefit from a high level of service and support via channel development partners.