Wesco ‘enables the channel’ with intelligent services

PITTSBURGH—Wesco International recently rolled out a new suite of managed services to help integrators gain visibility into complex technology environments, reduce operational risk and create recurring revenue beyond traditional project work. 

Tara Dunning, vice president of converging technology for Wesco’s Communications & Security Solutions (CSS) business, says the new managed services are reflective of a shift in how distributors support integrators as information technology (IT) and operational technology (OT) environments continue to converge. 

“Distributors have traditionally played a very clear role,” Dunning said. “But with IT and OT convergence, that model has expanded. We define ourselves as a global, tech-enabled solutions provider, and we see it as our obligation to enable the channel.” 

Wesco’s new managed services include: 

• Intelligent Asset Management to control the lifecycle of technology assets; 

• Intelligent Safety Services to strengthen compliance and reduce risk through digital platforms; and 

• Intelligent Facility Services to optimize building performance through centralized data and analytics. 

Managing complexity at the edge 

Dunning points to the rapid expansion of edge networks - where cameras, sensors and connected devices generate growing volumes of data - as a key driver behind Wesco’s managed services strategy. 

“The camera is the ultimate sensor,” she said. “With artificial intelligence accelerating, the question becomes: What do you do with all that data?” 

Wesco helps integrators move beyond basic monitoring and maintenance toward predictive and outcome-based services tied to safety, compliance and efficiency. 

“We’re being asked by the channel to help take over certain aspects of this complexity,” Dunning said. “Integrators are leaning on us to augment their skills and capture the full value of these edge networks.” 

Asset lifecycle visibility takes priority 

At the core of the suite is Intelligent Asset Management, which addresses one of the most persistent challenges facing integrators - visibility across large install bases. 

“Many integrators are managing systems installed more than a decade ago - from location to firmware, software and connectivity,” Dunning said. 

Wesco estimates organizations using its asset lifecycle services can reduce total cost of ownership by up to 30%, driven by better planning and fewer manual processes. 

“When that information is tracked in one system, it requires fewer people and fewer site visits,” said Adam Greenblatt, vice president of strategic marketing at Wesco. 

Recurring revenue and safety services 

Beyond operational efficiency, the managed services are designed to help integrators move beyond one-time installs toward recurring revenue. 

“This extends an integrator’s value beyond the end of a project,” Greenblatt said. “It creates long-term, recurring revenue opportunities.” 

The portfolio also includes Intelligent Safety Services, which apply artificial intelligence (AI)-powered analytics to existing camera infrastructure to identify unsafe conditions or compliance issues. 

“These capabilities create new value for end users and new service opportunities for integrators,” Greenblatt said. 

‘We complete, we don’t compete’ 

Both executives emphasize that Wesco’s managed services are intended to augment -  not replace - the integrator’s role. 

“We complete, we don’t compete,” Dunning said. “Everything we do goes through the channel.” 

As convergence continues, Greenblatt believes managed services will become an expectation rather than a differentiator. 

“This will go from something integrators should have to something end customers will expect,” he says. 

For Wesco, the expansion reflects a long-term view of where the industry is headed. 

“There’s unprecedented growth coming from data, AI and connected environments,” Dunning said. “Our role is to help the channel participate in that growth, reduce risk and create value for everyone involved.”