Westcon Group has inked a distribution deal with Fujitsu to take on its portfolio of Primergy servers. This is the first time the distributor is offering server products as part of its portfolio.
Sales director, Leigh Howard, said it made sense to have a virtual server play in the market.
“It really stemmed out of our storage practice,” he said. “A lot of our customers have been saying they could get a storage solution from us, but a big part of that is a server, particularly around the virtualisation market, which continues to be a hot area.
“Fujitsu were looking for a strong distributor that had a solutions focus rather than a being broad-based distributor.”
Howard said a core focus for the distributor was bundling storage solutions with the servers.
“In a way we were server agnostic, but customers wanted to get the whole solution from us,” he said. “For a solutions play, we really wanted a good brand leader in terms of server technology, brand credibility and recognition.”
Westcon will mainly target the server range at the mid-market. Howard defined the mid-market as 50 – 500 seats.
“That’s an area where all vendors are trying to get and that’s where we’ve been focusing our storage practice,” Howard said. “We’re effectively targeting the mid-market reseller community.
“It’s not our intention to become a server distributor, our business is taking solutions to market. We see the Fujitsu range as being instrumental in strengthening that core virtualised storage offering.”
