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Westcon Group Signs Global Distribution Agreement with Cisco to Streamline Transactions for Channel

The agreement simplifies cross-border transactions and increases access to emerging markets. By ChannelPro

Westcon Group Signs Global Distribution Agreement with Cisco to Streamline Transactions for Channel Partners

The agreement simplifies cross-border transactions and increases access to emerging markets.

Tarrytown, N.Y.-based Westcon Group, Inc., a specialty distributor in networking, convergence, security, and mobility, has signed a multi-year global distribution agreement with Cisco. The new agreement will enable both companies to conduct cross-border transactions more efficiently while increasing the companies' ability to access emerging market opportunities in regions such as Africa, Latin America, and Southeast Asia, according to the distributor.

The distribution agreement provides both companies with a single contractual vehicle from which to manage global, regional, and local business activities with common terms and conditions. In the past, both companies transacted business through independent regional contracts.

"This agreement creates a solid framework for both Cisco and Westcon Group to deliver value to the reseller community faster and more efficiently, no matter where they are in the world," says Bill Corbin, vice president, global strategic relations as Westcon. "This agreement also underscores the broad trend towards cross-border deployments of technology which engender greater complexity due to regulatory and financial risks."

Westcon's Global Procurement System (GPS), or its global order desk, delivers automation capabilities and cross-theatre support to Westcon's Cisco-oriented reseller base. In addition to helping resellers conduct cross-border transactions more efficiently, Westcon's GPS has also helped lower Cisco's barrier to entry in emerging markets. Last year, Westcon Group shipped Cisco solutions to more than 60 countries for its customers.

"Globalization is changing the face of business, creating a new set of competitive dynamics and evolving traditional business models," says Dave O'Callaghan, vice president of distribution, worldwide channels at Cisco. "To better serve our customers in this global economy, Cisco is evolving its partner ecosystem and channel programs. Westcon will be our first global logistics and distribution partner, helping Cisco and our channel partners streamline business transactions for global customers."

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