Magirus lands Cisco data centre distribution contract


Magirus lands Cisco data centre distribution contract

Simon Quicke

Magirus has been appointed by Cisco as its first data centre distributor in Europe after landing the contract after undergoing an extensive tender process.
Under the terms of the relationship Magirus will handle the unified computing system (UCS) range or blade and rack-mounted servers and the application networking services products.

To support the contract Magirus has established a data centre division and is leaning on its logistics operation in Strasborg to support resellers.

Christian Magirus, executive vice president and COO at the distributor, said that it would not be selling any other products but would sell alongside its UCS line virtualisation and storage that it already had experience with.

"We want to de-risk entry to these markets and provide customers with more choice," he said of the approach it would be taking via resellers.

He added that for the distributor it also marked a major turning point in its ambitions and profile in the market landing a contract with a big name like Cisco.

Dominique Vanhamme, head of European distribution and resellers, worldwide channels at Cisco, said that it had looked at other distributors but had opted for Magirus because it believed it could help sell the data centre products as part of a wider solution.

In terms of the impact on the UK, Andrew Binding, vice president Northern Europe region at Magirus, said that staff here were ready to support the deal and those resellers it had taken into its confidence pre-announcement had already grasped the solution selling possibilities.

Keith Humphreys, managing consultant at EuroLAN, said the UCS was reference architecture and as such Cisco required Magirus to stage and configure systems.

"If Cisco had not appointed Magirus, the danger was that it was not going to get to the partners that specialise in the data centre, [this gives them the ability to] reach, recruit and an on-boarding capability that broadliners do not really have," he said.


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