Intelligent Tech Channels Issue 81 | Page 21

ENTERPRISE TECHNOLOGY
An executive point of view
Around five years ago Westcon-Comstor ’ s CEO , David Grant , established a new senior leadership team and set a clear strategy for the business which focused on playing to its strengths in terms of its specialisation in high-growth technology domains , cybersecurity , networking , cloud and capabilities , its data-driven approach and digital expertise , plus a commitment to sustainability .
Westcon-Comstor had , and continues to have , a very clear focus and vision for the business and where we want to be in one year , two years and five years . This shared vision gives everyone in the business a sense of collective purpose and has helped to avoid distractions and diversions .
On a personal level , it is fantastic to have the chance to meet and work with people from different cultures and backgrounds . I am originally from South Africa and am now based in the US . I travel frequently for work purposes and I never tire of hearing about how our people continue to make our partners successful .
Innovation is at the core of what the company does , and with its market-leading initiatives from data-led offerings such as Intelligent Demand and Partner Insights , through to its AWS Marketplace programme and 3D Lab , Westcon-Comstor is constantly adding value for partners and vendors in new and exciting ways . Specialisation and expertise in cybersecurity , networking and cloud is a key driver of its success .
New technologies and trends are constantly emerging , but the company ’ s dialogue and relationships with vendors remains focused on how best to drive mutual growth and success by accelerating adoption of vendors ’ products and services .
It is not for me to tell partners how to run their business , but based on my own experience , my advice to any ambitious company , channel or otherwise would be to specialise , play to your strengths , stay focused on your goals and above all else , maintain a relentless focus on the customer .
Specialisation and expertise in cybersecurity , networking and cloud is a key driver of its success .
which harnesses data to uncover growth opportunities for channel partners , generated $ 768 million in additional revenue for partners in FY24 , up 70 % year on year .
Intelligent Demand utilises predictive analytics to drive growth , enhance customer lifetime value and identify new markets for partners and vendors . This is done by combining best-in-class data , analyst research and channel expertise with Westcon-Comstor ’ s proprietary data science models , to deliver sales and marketing opportunities with accuracy .
Market data
Westcon-Comstor ’ s recent Bridging the Gap research report found that 97 % of partners see data as vital as they shift to recurring revenue models , which is why the company has adopted a data-driven approach that equips partners with insights into growth and lifecycle selling opportunities . The company ’ s Partner Insights tool , for example , sits within its PartnerCentral digital marketplace and lets partners monitor key performance metrics , embedding a datadriven approach to performance analysis .
By gaining a holistic and consolidated view of transactional data , partners can track trends by geography , end user , product type and so much more . Meanwhile its Intelligent Demand programme ,
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