GPN, GPS and Distributor-as-an-agent

One of the great things about being in distribution is  the ability to deliver products and services that can simultaneously generate excitement and create value for both our customers and our vendors.

Westcon prides itself on its global capabilities.  We truly believe that our ability to deliver on the needs of our local customers and simultaneously meet the requirements of our customer’s global deployments really gets to the heart of what Westcon and Comstor is all about.  We have been delivering this capability for a number of years through our Global Procurement Service (GPS) which eliminates much of the complexity normally associated with global logistics.  These complexities are usually in the areas of global trade, customs and duties, tax recoverability, audit, compliance, global staging and configuration, and the ability to manage complex global projects from a single “global desk”. Comstor’s GPS handles this for the reseller.  This gives our customers a single point of contact, consistent global discounts and pricing, a single global contract with consistent credits and terms, local relationships, in-country fulfillment, and local invoicing in 60+ countries.

What gets really exciting is when you can bond together that capability with creative offerings from world-class vendors and technologies that focus on solving end user global business requirements while empowering local
resellers to leverage our global footprint.

One of the poster-children for global technologies is video conferencing.  Not just to drive down the costs of travel (which is a great) but more importantly, to help accelerate the business growth and effectiveness of end users as they globalize their business processes.  Telepresence technologies produce greater business value not just for those firms that are already global but also as a tool to accelerate the maturation of firms who wish to move from “national” to “global”.
As an organization specifically built and operated to distribute Cisco products and services, Comstor is now working with Cisco to leverage our GPS
capabilities and simultaneously create more value for the reseller.  This is what today’s GPN announcement is all about.

The Comstor-Cisco GPN announcement is based on the concept of “distributor as an agent”, which allows customers to better utilize Cisco partner resources to service their global requirements.  Focusing on the Telepresence technologies,
the GPN program basically empowers the reseller to work with their customer’s
headquarters to centralize design and purchasing decisions for the global solution whilst utilizing Comstor and Cisco’s global reseller partner base for local
delivery of the products and services that make up the global solution.  All parties get the Comstor inherent advantage associated with our GPS capabilities as described above.

As the CTO and CIO for Westcon and Comstor there is nothing more rewarding than knowing Comstor’s systems and processes are being leveraged by vendors such as Cisco to help our reseller partners successfully embrace their customer’s ongoing march towards globalization.  Now Comstor and Cisco have a program that can really give the authorized reseller the ability to act globally and locally at
the same time.  It’s always exciting when every member of the channel can work in synch on creative offerings wherein everyone wins.


One response to “GPN, GPS and Distributor-as-an-agent

  1. William Hurley Sr.

    Many years ago, maybe 40 or so, and before the interim occuring technological advances in telecom, I saw a presentation as part of my role as a “Futurist” for a large corporation, at the Huson Institute. One of the key components of the presentation was the projection of what is tantamount to what is now available to businesses from a communications aspect.
    Intrinsic to these adavnces and often overlooked or obfuscated by the technological ‘sizzle” is the compression of time. Historically, and to a considerable degree, even today, the mind is constrained by the variations in time across the globe. Time zones not only reflect the reality of this but impact on the business decisions that are made, or available. The elimination of relative time in considerations about distribution and service provides for not only acceleration and integration of each of these functions, it provides for the simultaeous consideration of relevant global factors and “globalized’ decisions, minimizing or eliminating the impact of ” local time”. Day or night, even concepts such as today, tomorrow, Sunday or Monday et al, become inconsequential in that enviroment. The business world at one and the same time is compressed, simplified, perspectively expanded and complicated.

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