ChannelLife Australia logo
Industry insider news for Australia's technology resellers
Story image

Exclusive: BlueSky for Westcon-Comstor as partners take to cloud

By Heather Wright
Tue 26 Jul 2016
FYI, this story is more than a year old

Westcon-Comstor has seen new transacting partners numbers in Australia triple for its cloud solutions, with cloud revenue also growing at triple digit rate.

Dave Rosenberg, Westcon-Comstor Australia and New Zealand managing director, says the number of new transacting partners is growing ‘at a phenomenal rate’ – albeit from a low base – as resellers see ‘the unique value and investment’ Westcon-Comstor has made in its BlueSky platform.

The distributor launched the BlueSky cloud services offering in July. It provides a cloud catalogue of services resellers can on-sell, backed by an administration and billing platform which manages the purchasing, licensing and billing. An analytics engine also runs over the top.

“The uptake in Australia is really starting to go very well,” Rosenberg says. “We are seeing great growth of new transacting partners month on month, we’re seeing it grow at a rapid rate, and we’re seeing our revenue grow.”

And it’s not just reseller partners coming on-board. Rosenberg says the distributor is seeing increased interest from some traditional vendors who have previously been reticent about consumption based selling and cloud.

“Now we’re seeing them come on the journey and work through distribution and see the value.”

Rosenberg says Westcon-Comstor is currently in negotiations with ‘a number’ of those vendors and will be adding new partners to the BlueSky offering in the coming months.

Cloud is one of Westcon-Comstor’s three key investment areas, alongside global deployment and channel services related to adding value to the reseller channel, rather than Westcon-Comstor adding professional services.

“Cloud is obviously a major part of that. It’s a big pillar for us,” Rosenberg says.

Rosenberg says the move to consumption based offerings and outcome based services, has had another benefit for Westcon-Comstor and it's partners.

“One of the nice things about outcome based services is it is fuelling security growth.

“Security companies are doing very well off the back of people shifting to that sort of model and our business is very, very strong in the networking security space, so that has been a good source of growth for us.”

Converged infrastructure is also proving a high growth area for the distributor, with interest and uptake of the Cisco NetApp FlexPod converged infrastructure running high.

While part of the growth is being driven by companies requiring more flexibility – and retaining a hold on infrastructure as they move to hybrid cloud, rather than a pure cloud move – the service provider market is also driving growth for converged infrastructure.

 “It’s all pretty good at the moment from a growth perspective, which is interesting because in the last year many of the vendors have had a bit of a struggle.

“It’s nice to see that the markets have bounced back.”

Rosenberg says Westcon-Comstor saw a strong finish to the financial year in Australia, with a record end of financial year in the government sector, driven by networking security, storage infrastructure and virtualisation sales.

The first month of the new financial year has also seen strong sales, he adds.

Related stories
Top stories
Story image
Cybersecurity
The 'A-B-C' of effective application security
Software applications have been a key tool for businesses for decades, but the way they are designed and operated has changed during the past few years.
Story image
Artificial Intelligence
SAS unveils AI experience to improve kids' batting abilities
SAS has created The Batting Lab, an interactive experience using AI, computer vision and IoT analytics to help kids improve their baseball and softball swings.
Story image
PaaS
New digital traffic light system to tackle construction defects
Smarter Defects Management launches its PaaS digital system and says it will revolutionise managing defects in the construction industry.
Story image
Testing
Google and CSIRO use AI to help protect the Great Barrier Reef
Google has partnered with CSIRO in Australia to implement AI solutions that help protect the Great Barrier Reef.
Story image
Training
Fortinet training edges toward closing cybersecurity gap
The Fortinet Training Institute has made significant progress in closing the cybersecurity skills gap, on track to train one million people by 2026.
Story image
Fortinet
Fortinet's Security Fabric hits new record for integrations
The Fortinet Security Fabric has surpassed 500 technology integrations with more than 300 Fabric-Ready Technology Alliance Partners.
Story image
Red Hat
Red Hat expands capabilities to provide streamlined application development in cloud
"Application development is undergoing significant change and developers need tools to support this transformation."
Story image
Mobility
Hands-on review: STM laptop bags
The advent of hybrid working has meant we need laptop bags. We got our hands on two of the most popular laptop bags from STM.
Story image
Poly
Poly introduces new smart devices and announces Amazon e-store in Australia
Poly is introducing two new pro-grade devices to the market and announcing its first official Australian e-store on Amazon.
Story image
Adyen
Adyen expands partnership with Afterpay as BNPL payments increase
Adyen has expanded its partnership with AfterPay allowing more of Adyen’s merchants in more countries worldwide to use the BNPL provider.
Story image
Telstra
Telstra and Silver Trak Digital delivers 5G to the cinemas
Telstra and Silver Trak Digital say they've launched Australia's fastest and most secure delivery of content over 5G for cinemas.
Story image
Cybersecurity
HackerOne launches Attack Resistance Management solution
HackerOne has launched Attack Resistance Management - a new category of security solution that targets the root causes of the attack resistance gap. 
Story image
VPN
Palo Alto Networks says ZTNA 1.0 not secure enough
Palo Alto Networks is urging the industry to move to Zero Trust Network Access 2.0 because previous versions have major gaps in security protection.
Story image
Ransomware
Zerto unveils updates to ransomware recovery capabilities
"Organisations face increased risks from the volume and sophistication of ransomware attacks prevalent today."
Story image
SaaS
Atturra partners with Focus HQ to support Aus organisations
Atturra has executed a partnership agreement with Focus HQ, to resell and support the company's Australian developed SaaS-based portfolio management platform.
Story image
Manufacturing
HINDSITE wins Aerospace Xelerated Pitch Challenge with solution to support Boeing
Brisbane-based startup HINDSITE was the winner of the first ever Pitch Challenge organised by Aerospace Xelerated in partnership with Queensland XR Hub. 
Story image
Artificial Intelligence
SAS launches human-focused responsible innovation initiative
SAS has launched a responsible innovation initiative, furthering its commitment to equity and putting people first.
Story image
Gaming
Mastercard users can now use rewards points in gaming
Mastercard has launched Mastercard Gamer Xchange (MGX), allowing APAC consumers to convert their rewards points into gaming currency.
Story image
Application Performance Monitoring / APM
Why SolarWinds Partners will have big wins in 2022
We summarise the key recent changes that the monitoring software vendor has made to accelerate its channel business.
Story image
SAS
New SAS service overcomes subscription fatigue for media companies
SAS has launched SAS 360 Match which helps media companies move towards a AVOD model to generate revenue as subscribers cancel.
Story image
Hawaiki Cable
BW Digital completes acquisition of Hawaiki Submarine Cable
BW Digital has completed its full acquisition of Hawaiki Submarine Cable, with all applicable regulatory filings and approvals now received.
Story image
Review
Hands-on review: Amazon Kindle Paperwhite Signature Edition
In almost every respect it works like a book, apart from the fact that it weighs next to nothing, fits in my hand perfectly, and is soothing on my eyes.
Story image
Artificial Intelligence
Updates from Google Workspace set to ease hybrid working troubles
Google Workspace has announced a variety of new features which will utilise Google AI capabilities to help make hybrid working situations more efficient and effective.
Story image
Microsoft
Microsoft unveils adaptive accessories for disability access
Microsoft is introducing an expansive Inclusive Tech Lab to give people with disabilities greater access to technology through new software features and adaptive accessories.
Story image
Nokia
Nokia and Optus reaches new 5G levels using Samsung
Nokia and Optus have achieved the world’s first 3CC Carrier Aggregation 5G SA data call using a commercial Samsung headset in Australia.
Story image
Ransomware
Ingram Micro Cloud adds Bitdefender solutions to marketplace
Ingram Micro Cloud has announced the expanded availability of Bitdefender solutions on the Ingram Micro Cloud Marketplace.
Story image
Ransomware
Cybersecurity starts with education
In 2021, 80% of Australian organisations responding to the Sophos State of Ransomware study reported being hit by ransomware. 
Story image
Artificial Intelligence
ANU and Seeing Machines to use AI to improve driver safety
The Australian National University and Seeing Machines have won a grant to develop AI systems monitor human behaviour while driving.
Story image
Appian
Appian awarded billions in damages against Pegasystems Inc.
Appian has been awarded USD$2.036 billion in damages against Pegasystems Inc as the result of a jury verdict in the Circuit Court for Fairfax County, Virginia.
Story image
Wireless
Sony to bring new 1000X series WH-1000XM5 headphones to the market
Sony has announced the newest edition of its award-winning wireless headphones, with the 1000X series WH-1000XM5 noise-cancelling model.
Story image
Tech job moves
Tech job moves - Datacom, Micro Focus, SnapLogic and VMware
We round up all job appointments from May 6-12, 2022, in one place to keep you updated with the latest from across the tech industries.
Story image
Application Security
What are the DDoS attack trend predictions for 2022?
Mitigation and recovery are vital to ensuring brand reputation remains solid in the face of a Distributed Denial of Service (DDoS) attack and that business growth and innovation can continue.
Story image
Review
Hands-on review: MSI MPG Z690 Carbon WIFI motherboard
It’s all change with Intel’s 12th generation CPUs. We have a new chipset in the 600-series, a new socket with the LGA 1700, and new DDR5 memory.
Story image
Logistics
TeamViewer and SAP combine AR and warehouse operations
TeamViewer combines its AR platform, Frontline, with SAP's Extended Warehouse Management solution, to make warehouse and logistics operations more efficient.
Story image
Microsoft
SAS Viya on Microsoft Azure to deliver 204% return - study
The Forrester Total Economic Impact study finds SAS Viya on Microsoft Azure brings a 204% return on investment over three years.
Story image
Jabra
Jabra reveals its latest portable headset Engage 55
Jabra has launched the Engage 55, the newest product in Jabra's Engage series designed for ultimate call security and quality.
Story image
Sift
Sift shares crucial advice for preventing serious ATO breaches
Are you or your business struggling with Account Takeover Fraud (ATO)? One of the latest ebooks from Sift can provide readers with the tools and expertise to help launch them into the new era of account security.
Story image
Wasabi Technologies
Wasabi opens new cloud storage in Australia with Equinix
Wasabi Technologies has opened a new hot cloud storage region in Sydney, Australia, using Equinix services. This is the company's 12th global storage region.
Story image
Wireless
Hands-on review: Technics EAH-A800 Noise Cancelling Wireless Headphones
Designed in Osaka, Japan, these headphones just exude quality. They aren’t heavy, but they feel well built and solid.
Story image
Malware
Sharp increase in phishing as cybercriminals leverage SEO to lure victims
"Malware lurking everywhere, from cloud apps to search engines, leaving organisations at greater risk than ever before."
Story image
Data
Aussie data & analytic execs not confident in data strategy
Less than half of Australian data and analytics leaders are confident in their data strategy as siloes and lack of culture prevent innovation.
Story image
Microsoft
Avaya expands Microsoft partnership to deliver OneCloud on Azure
The joint technology and go to market agreement will help customers accelerate their digital transformation initiatives in the cloud.
Story image
Malware
Use of malware, botnets and exploits expands in Q1 2022
"As zero-day attacks and other vulnerabilities among companies like Google and Microsoft come to light, threat actors are quickly adjusting their tactics."
Story image
Hybrid Cloud
Red Hat and Accenture expand alliance for hybrid cloud
Red Hat and Accenture have announced the expansion of their partnership, collaborating on new offerings to assist businesses in their cloud continuum operations.