Aerohive attacks Asian channel through Westcon

Distribution agreement spans nine countries
Ronen Cojocaru; Shyam Pullela; Perry Correll and David Coleman (Aerohive Networks)

Ronen Cojocaru; Shyam Pullela; Perry Correll and David Coleman (Aerohive Networks)

Aerohive Networks has unveiled plans to deepen channel capabilities across Asia Pacific, through a distribution agreement with Westcon.

With the ink barely dry, Channel Asia can exclusively reveal that the agreement spans nine markets, including Singapore; Indonesia; Malaysia; Thailand and Philippines, in addition to Vietnam; China; Hong Kong and Taiwan.

Terms of the deal will see Westcon distribute the vendor’s entire product portfolio, covering cloud-based networking, access points, switches and routers.

“We see huge growth opportunities for Aerohive technology across the region,” said Patrick Aronson, executive vice president of Asia Pacific at Westcon-Comstor.

When speaking to Channel Asia, Aronson said the agreement covers the Westcon side of the business, with plans in place to enhance partner enablement, pre-sales and post-sales capabilities, alongside solution selling, partner recruitment and end-user demand generation.

“Westcon meets a number of key criteria,” added Aronson. “We are a solutions-based value-added distributor with a track record of building markets in partnership with leading technology vendors.

“We also provide a single interface to the entire region, with the Aerohive product line-up fitting nicely into our current solution set.”

Going forward, Aronson said Westcon partners across Asia will now have access to the full suite of Aerohive offerings, with deep expertise around cyber security, networking and unified communications.

“As part of our expansion in Asia Pacific, we were seeking a large value-added distributor with enough experience to support large and scalable deployments,” added Ronen Cojocaru, vice president of sales across Asia Pacific at Aerohive.

“We have many global accounts, which requires a global, multi-country approach, not just in Asia Pacific. It’s obvious that Westcon is the perfect fit given they have an established global presence.”

According to Cojocaru, the agreement also aligns to the region’s readiness to adopt the vendor’s cloud subscription model, spanning enterprise and service provider markets.

“Based on our market research, there is increased demand from both the enterprise and service provider segments to adopt more cloud architecture technology,” Cojocaru explained.

“Aerohive’s wi-fi cloud management solution allows fast and scalable adaptation, radical simplification and analytics and insights built on artificial intelligence and machine learning.”

Furthermore, Cojocaru said the vendor’s decision to drive channel growth through distribution comes in response to an Asian market which is “booming”.

“We’re showing sustainable growth and dramatically increasing our regional footprint, especially in the last few quarters,” Cojocaru added. “We have a strong regional team and adding Westcon has just made it even better.”