SOURCE: Westcon Group, Inc.

November 26, 2007 17:09 ET

Westcon Convergence's Unified Communications Training Helps Resellers Scale VoIP Networks to Meet New Business Challenges

Targeted Training From Westcon Helps Resellers Increase Sales of Nortel Business Communication Manager by as Much as 246%

TARRYTOWN, NY--(Marketwire - November 26, 2007) - Westcon Group, Inc., the leading specialty distributor in networking, convergence, security and mobility, announced that its Westcon Convergence business practice is educating hundreds of resellers in both the United States and Canada on how to break into and succeed in the unified communications market. Westcon's internal statistics indicate that resellers who engage in technology focused training can substantially increase their revenue for specific product categories, including Nortel's Business Communication Manager.

Westcon Convergence's "Convergence Business Futures," training, which was launched this fall and will carry through to next spring, focuses on how company networks need to scale to handle the future needs of business, including staggering traffic loads. Westcon's unique mix of sales and product training has proven to be very successful among hundreds of its customers; those who attended Westcon's sales and product training last year experienced an average increase of 113% in BCM sales, compared to non-attendees who experienced an average increase of 46%.

"We want our resellers to profit from and remain ahead of the unified communications market," said Lynn Smurthwaite-Murphy, vice president and general manager, Westcon Convergence. "This training series and many of our other initiatives provide resellers with a deeper understanding of communications-enabled applications and true mobile broadband availability -- two specific areas that are shaping demand in this space. Our research has indicated that resellers who engage in our training programs can substantially increase their profitability. Obviously, we encourage all of our customers to attend."

"Nortel realizes that SMBs have the same needs as a large enterprise but with smaller budgets and limited resources," said Net Payne, vice president, North American Marketing, Nortel. "Our flexible and scalable SMB voice and data solutions are specifically built to help our SMB customers lay the foundation for unified communications. Nortel fully supports this training program and appreciates Westcon's dedication to training their resellers in a way that maximizes their knowledge of and ability to sell and support Nortel products."

Carleen Dodson, regional agent channel manager of Shared Technologies Inc., a Coppell, TX-based reseller, added: "Westcon helps me identify the path forward to succeed in advanced technologies -- in this case unified communications. They provide a highly targeted portfolio capable of generating high margins, unmatched resources such as ConvergencePoint and straightforward sales training that can lead to more lucrative deals."

About Westcon Group

Westcon Group, Inc. is the leading specialty distributor in networking, security, convergence and mobility for leading technology vendors, including Cisco, Nortel and Avaya, Inc. Through its Westcon, Comstor and Voda One business practices, Westcon Group sells products and services to resellers, systems integrators and service providers. Westcon Group has particular expertise in the convergence of voice, data and video applications and technologies, including Voice over Internet Protocol, or VoIP, security for networking and communications systems, remote access, Internet and e-business, virtual private networks, videoconferencing and wireless connectivity. For more information, visit

Contact Information

  • Contact:
    Jeffrey Touzeau
    Westcon Group, Inc.
    (914) 829-7388
    Email Contact