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

Exclusive: Westcon-Comstor serves up SMB 'business in a box' - and AWS margins

By Heather Wright
Tue 25 Oct 2016
FYI, this story is more than a year old

Westcon-Comstor is offering resellers an SMB ‘business in a box’ option on the back of its work with Maestrano, with the distie saying its work with Maestrano will become ‘the foundation of SMB in the entire APAC region within the next few years’.

Darryl Grauman, Westcon-Comstor APAC vice president of cloud and services, says the two companies worked together ‘undercover’ for two years prior to the August addition of Maestrano to BlueSky.

Maestrano is an Australasian software-as-a-service startup, whose service synchronises data from leading business apps.

The BlueSky Maestrano offering enables customers to use a single sign-on for multiple SaaS offerings, with the offerings able to share information.

“The problem with SaaS is you buy your CRM application from one person and your job costing from someone else, your invoicing solution from someone else and your email and general ledger and marketing solutions – and the problem is none of them talk to each other,” Grauman says.

“What we have done with the boys at Maestrano is say let’s onboard a whole bunch of these SaaS application as lego blocks and let’s provide a single sign-on for all the applications.

“Then we’ve made them talk to each other. So when I close an opportunity in my CRM system it should automatically create a job in my job costing system, and when I finish a job it should automatically create an invoice in my invoicing system.”

Rather than setting up each application separately, Grauman says applications can read from one set of corporate information to provide pre-setup applications.

Grauman says BlueSky resellers can currently use 85 applications as building blocks to create solutions for the specific verticals they want to represent. By year end more than 100 software applications are expected to be available.

 “They could have a set of applications for the building industry, or those with small marketing businesses, or those who have a plumbing or electrical businesses, and offer these as full SMB business in a box,” Grauman says.

The offering also includes a dashboard which enables users to look at their entire business from multiple angles, including finance, HR, and sales perspectives.

“I’ve got all of these widgets I can put in so I can understand my business at a glance.

“This is the next evolution. We’re ready for the SaaS stage.”

The distributor is currently working with pilot partners, including one organisation specifically targeting startups. Training for the offering, which is available now for resellers, is also ‘on its way’, with Grauman saying the next six months will be about education and ‘market conditioning’.

“Slowly but surely we are introducing it to the reseller communities, to the tier two partners who are facing a revenue threat from customers moving directly to SaaS.”

Grauman says for resellers the SaaS market is ‘very different’.

“Resellers are used to selling the infrastructure that powers the applications. They’ve moved into the whole platform-as-a-service for things like Office 365 and Symantec Email Protect and endpoint protection.

“But now they’re making the move to SaaS and understanding the market and all the building blocks that would make up a business in a box for certain verticals.”

Grauman says a number of non-traditional resellers – including organisations in the finance and loyalty sectors – have already approached Westcon-Comstor.

“They’re saying this would be a good addition for their organisations,” he says.

“They are saying people trust them with their business or have their business registered with them, so it would be a great value add.

“Which moves it away from our traditional resellers market. Everyone is getting their heads around that shift as well.”

AWS gets margins

Westcon-Comstor has also recently started offering resellers margins for certain applications bought via the Amazon marketplace.

“A few months back when people were buying, say a firewall or a storage appliance or piece of software out of thw AWS marketplace, nobody got any margin for that,” he says.

“It was a zero margin activity if you were going to buy it as a consumption based product.

“Yes there was the ability to BYO licensing, and a lot of people have moved towards that, but if you wanted to buy it consumption-based, resellers were seeing no revenue.”

Grauman says Westcon is the only company in New Zealand able to offer its resellers a margin on a set of applications coming from the marketplace.

“The list is growing. There are 19 right now, some of which are our traditional vendors, some of which are new vendors.”

The margin ability was introduced ‘very, very quietly’ in August, with little fanfare as the distributor worked first to ensure its transactional capability around it was ‘bulletproof’.

“Now that it is, it’s all available on our website.”

Grauman says the offering ‘smooths the path’ for resellers’ customers.

“To put things into AWS they had to have a transaction which was part opex, part capex. Now they’re able to smooth things across and give them an opex based solution period – a pay as you consume solution across everything.”

Grauman says the AWS business is ‘significant’ for the distributor.

“It is turning into a significant portion of our revenue. We’re very happy,” he says.

“Over the last 24 months our quarter on quarter growth across ANZ has been in double and sometimes triple digits and shows no sign of slowing down.”

BlueSky, including the AWS component, has just been launched in Singapore and Indonesia with ‘exponential growth rates there as well’.

The business apps marketplace and Maestrano will launch in Singapore and Indonesia in November.

Related stories
Top stories
Story image
Tech job moves
Tech job moves - Bitdefender, Cohesity, Fortinet & MODIFI
We round up all job appointments from June 27-30, 2022, in one place to keep you updated with the latest from across the tech industries.
Story image
Financial results
Margins & revenues up at New Zealand arm of Acer Computer
We look at the local financial statements of Taiwanese manufacturer Acer Computer Inc.
Story image
Evonik relies on Getac F110 tablet to control autonomous robot
The aim of the project is to evaluate the practicality of an automated robotic maintenance and inspection solution in the chemical industry.
Story image
Hands-on review: Phillips Hue starter kit
The set-up was one of the simplest I have ever had to do. It is also where the products shine. I was able to connect the bridge, the three lightbulbs and the strip within 10 min.
Story image
Unknown connections: How safe is public WiFi in Aotearoa?
If it's not your own household WiFi, then who has control of your data and is your connection actually safe?
Story image
Secureworks reveals new information on BRONZE STARLIGHT threat group
New research from Secureworks has uncovered new information on the Chinese threat group BRONZE STARLIGHT and how they are using targeted ransomware to initiate complicated attacks.
Story image
Hybrid Cloud
HPE GreenLake advances hybrid cloud experience with new services
"The innovations unveiled today further build on our vision to provide the market with an unmatched platform to spur innovation and drive transformation.”
Story image
Blasé attitudes to cybersecurity by business a national risk
The largely unregulated state of cybersecurity in NZ, and consequential ambivalence of most businesses, risk hurting the country's trading prospects.
Story image
Great Resignation
New SAP study uncovers impact of 'the great resignation'
Coined in 2021, the phrase 'the great resignation' refers to millions of employees globally leaving their jobs. The phenomenon is real and impacting SMEs.
Story image
HP Inc
Firmware attacks significant threat in age of hybrid work
Changing workforce dynamics are creating new challenges for IT teams around firmware security, according to new research.
Story image
Monitors are an excellent incentive for getting employees back
The pandemic has taught us that hybrid working is a lot easier than we would’ve thought, so how can the office be made to feel as comfortable as home? The answer could be staring you in the face right now.
Story image
WatchGuard Technologies
Ransomware volume doubled 2021 total by end of Q1 2022
Ransomware detections in the first quarter of this year doubled the total volume reported for 2021, according to a new report. 
Story image
Zero trust security adoption rises 27% in just two years
A survey of WAN managers has revealed that multi-factor authentication and single sign-on are the top zero trust features implemented.
Story image
Digital innovation could shape the future of NZ - Microsoft
With cloud technologies available to more people around the world than ever before, it is not only businesses who will benefit from using them.
Story image
Datacom announces revenue of $1.45 billion, fall in profit
Growing market pressures and border closures saw Datacom place increased focus on talent development initiatives for both existing and future employees.
Story image
Identity and Access Management
Ping Identity named a Leader in Access Management
Ping Identity has been named a leader in the 2022 KuppingerCole Leadership Compass report for Access Management. 
Story image
Tech and data’s role in the changing face of compliance
Accenture's study found that 93% of respondents agree or strongly agree new technologies such as AI and cloud make compliance easier.
Story image
Hands-on review – CleanMyMac X utility for macOS
We get hands-on with a useful utility that macOS users never thought they needed but probably do.
Story image
Up to $2.4 million shortfall in the collapse of IndeServe
We delve into the liquidators first report on long-standing networking service provider IndeServes collapse.
Story image
Zscaler launches co-located data centres in Canberra and Auckland
The investment will offer public and private sector enterprises greater resilience in support of their zero trust cybersecurity posture.
Story image
Cloudian, Vertica to deliver on-premise data warehouse platform
"We’re enabling our customers to capitalise on a leading object storage platform and maximise the value of their digital assets.”
Story image
New Relic
New Relic looks to observability market with new partner programme
New Relic has announced the availability of New Relic Partner Stack, an enhanced programme expanding New Relic’s commitment to partners.
Story image
NOWPayments launches new service to analyse cryptocurrency fees
NOWPayments has launched a new network fee optimisation solution that analyses current network fees and picks the most profitable option out of the client's payout wallets.
Story image
Web Development
Whitecliffe fosters careers for the future of tech
Do you want a career in Information Technology, Networking, Web Development, Software Development, or are you looking to upskill?
Story image
Hybrid Cloud
Advent One acquires Layer 8 Networks, complements hybrid cloud offering
The acquisition comes at a time of surging demand in hybrid cloud, network virtualisation and network security.
Story image
Dark web
Cybercrime in Aotearoa: How does New Zealand law define it?
‘Cybercrime’ is a term we hear all the time, but what exactly is it, and how does New Zealand define it in legal terms?
Story image
Public Cloud
Public cloud services revenues top $400 billion in 2021
"For the next several years, leading cloud providers will play a critical role in helping enterprises navigate the current storms of disruption."
Story image
Airwallex launches global payment services in New Zealand
The launch will enable businesses in New Zealand to tap into Airwallex's global payments services, offering an alternative to traditional banks.
Story image
Why is NZ lagging behind the world in cybersecurity?
A recent report by TUANZ has revealed that we are ranked 56th in the world when it comes to cybersecurity - a look into why we're so behind and what needs to be done.
Story image
Microsoft names A/NZ Partner of the Year award winners
The awards recognise partners across the globe for their innovative use of Microsoft technologies to help customers succeed.
Story image
Enable launches free Wi-Fi in Christchurch city centre
Fibre broadband provider, Enable, and the Christchurch City Council have launched their new Christchurch Free Wi-Fi service in the central city. 
Story image
Video: 10 Minute IT Jams - An update from CyberArk
Olly Stimpson joins us today to discuss the importance of MSP programmes and how MSP partners are experiencing success with CyberArk.
Story image
Dicker Data
EXCLUSIVE: Why women in IT makes good business sense - Dicker Data
The Federal government wants to bolster female participation in the tech industry to at least 40% by 2030. Here's how one homegrown Australian company has already reached that goal.
Story image
Hybrid workforce
Why hybrid working is here to stay and how to ace it
Citrix's new report reveals hybrid workers are more productive and engaged at work than their office and completely remote counterparts.
Story image
How TruSens air purifiers can create healthier workspaces
The pandemic has heightened our awareness of our own and others’ health, and made us all much more conscious of the environments we work in.
Story image
Internet of Things
ManageEngine wins big in IDC MarketScape assessment
ManageEngine's Endpoint Central service has been recognised as a leader by IDC MarketScape in several categories including Internet of Things device deployments and UEM software for SMEs.
Story image
Data crucial to capture shoppers' wallets post-COVID
First-party data strategies key to driving personalisation, customer satisfaction, and long-lasting relationships according to a new report.
Story image
The best ways to attract young talent during labour shortages
New research from Citrix reveals hybrid working and ventures into the metaverse are top of mind for Gen Z workers.
Story image
FIDO Alliance releases guidelines for optimising UX with FIDO Security Keys
The new guidelines aim to accelerate multi-factor authentication deployment and adoption with FIDO security keys.
Story image
Honeywell launches new carbon energy management software for buildings
The new Carbon & Energy Management service allows building owners to track and optimise energy performance against carbon reduction goals, down to a device or asset level.
Story image
MYOB improves data visibility and user access with Snowflake
"Solutions such as Snowflake allow us to better understand our customers and make evidence-based decisions on what features work best for them."
Story image
SAS wins Microsoft ISV 2022 Partner of the Year award
"We formed the SAS and Microsoft strategic partnership with a shared goal of making it easier for customers to drive better decisions in the cloud."
Story image
Hands-on review: 16GB PNY XLR8 Gaming EPIC-X 3600MHz DDR4
PNY sent over its 16GB XLR8 Gaming EPIC-X 3600MHz CL16 DDR4 module kit for testing. The kit contains two 8GB dual-channel modules with RGB lighting.
Story image
Vulnerable APIs costing businesses billions every year
Large companies are particularly vulnerable to the security risks associated with exposed or unprotected APIs as they accelerate digital transformation.