Andries Janse van Rensburg, Ruckus channel manager at Westcon-Comstor sub-Saharan Africa, talks about what the impact the CommScope acquisition of Ruckus Networks will have on local customers.
He drills down into some of the salient benefits Ruckus now brings to the table being part of a much more extensive networking and communications business.
Q: With Ruckus now being part of CommScope, what effects will your channel feel from the merger?
A: With the CommScope merger having been completed last year, there is very little to no effect on the current Ruckus channel. Looking ahead, it might, in fact, complement our current channel with a broader product offering. Many of our Ruckus partners have for years been buying CommScope products to support their projects, such as Krone, Systemax and Netconnect. The acquisition now gives them all of these products under one roof.
Q: Does that include a name change or will your channel partners still buy Ruckus or will they buy CommScope?
A: As it stands, the Ruckus name remains a brand under the CommScope umbrella. The company’s current logo, brand and name remain unchanged at this stage. So, customers can still look out for the Ruckus branding they have become accustomed to – it will just include CommScope as its parent company.
Q: From a Westcon-Comstor point of view, what is the impact? Is it merely clerical? Namely, will you now be invoicing and processing orders under the CommScope brand or is it still Ruckus?
A: I need to stress that the impact to Westcon is minimal. From a systems and processes point of view, everything will remain the same. This includes the way that our channel transacts with our business when acquiring their Ruckus solutions. As far as marketing and branding are concerned, all of the Ruckus branded collateral going forward will include the CommScope name and logo as well as the Ruckus Logo.
Q: So, let’s be clear for our audience. Are you a CommScope or a Ruckus distributor? Will your Ruckus partners have access to CommScope solutions or do they retain their identity for now?
A: As it stands, Westcon remains a Ruckus Distributor and our channel partners don’t have access to the CommScope and old Arris range of products through our business. That said, all CommScope partners and customers will still be able to access CommScope products and solutions through their legacy / existing channel and distributors.
Q: You are an accredited Ruckus Training partner in the region. Will this impact that?
A: Yes, we are, something we are exceptionally proud of as a business. Westcon remains a Certified Training Partner for Ruckus for Sub-Sahara Africa, and training remains a vital part of our focus and strategy going forward for our channel. It truly is a considerable value-add we bring to our channel.
Q: Beyond the nitty-gritty – what are the real benefits a customer/partner will be able to enjoy under the CommScope and Ruckus brands?
A: Working with CommScope and Ruckus gives each partner a unique opportunity to offer their end-users the latest technology and innovative solutions that can improve network performance, boost capacity and reduce Capex and Opex spend. Today we are offering our channel tailored solutions from infrastructure and cabling to wireless and networking. When you add the two together, we touch so many additional points in a customer’s business. We can solve a customer’s challenges by shaping, architecting, and building networks for the future.
Q: Ruckus has been a big needle mover technology for your business. You have consistently won African distributor of the year time and again. Do you foresee a channel shakeup, or is it business as usual?
A: Now that Ruckus has settled in with CommScope I see big things for our future. For Westcon and Ruckus, partner relationships remain key. We have a loyal, stable channel that has stayed with us through all these changes. In short, yes, it is business as usual – BUT with renewed and re-energised focus on our channel partners. It’s a great time to be part of the Westcon Ruckus family as we are now placing a significant emphasis on ensuring incremental growth across the full channel value chain.
Q: What message do you want to get out there to your Ruckus channel partners from a Westcon-Comstor point of view?
A: I want to thank our channel partners for staying by our side and believing in the Westcon and Ruckus brands. All of these changes and transitions have been a long and tough road, but we have now reached the end, and together I believe that this year – we will win big! Our channel partners remain critical to our success, and we cherish each one of you.
Q: As the Ruckus Channel manager – do you have any parting thoughts or further clarity you want to share?
A: All I can say is watch this space…