With new Florida office, Westcon targets sixfold expansion in Americas

Thursday, February 24, 2011

US IT distributor Westcon expects its new office in Florida to expand business in the Americas sixfold outside of Brazil and Mexico, regional director Hélio Guimarães told BNamericas.

Westcon started operations in Brazil 12 years ago and established a Mexico subsidiary in 2007. The two biggest markets in Latin America today account for nearly 95% of the company's regional revenues. Guimarães envisions other countries, including those in the Caribbean, eventually contributing up to 30%.

"We're well structured in Brazil, and last year our main focus was on investing in Mexico," he said. "Within the region, we saw the moment was right to expand."

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Westcon will focus on Peru, Colombia, Argentina and Central America, Guimarães added.

Across the region, the telecommunications vertical offers particular potential for the company's solutions. Interest, the executive noted, is strongest in the areas of security systems and data centers.

Westcon plans to apply lessons learned in Brazil and Mexico to the rest of the region, but will also rely on local vendors and partners to tailor business strategies to specific countries. The new Florida office's virtual laboratory also will enable the company to provide training remotely for its sales channel.