Westcon-Comstor signs key deal with Amazon Web Services

Global technology provider, Westcon-Comstor, announced the signing of an agreement with Amazon Web Services (AWS), further bolstering its dedication towards AWS Marketplace and creating new avenues for growth and expansion for partners and vendors.

The new agreement, in effect from 30 January 2024, gives a significant boost to the company's partners, providing a simplified and streamlined route to transacting on AWS Marketplace. This step seeks to secure the role of the channel in the cloud marketplace economy at a time when more and more end-users, ranging from large-scale enterprises to SMBs, are changing their procurement behaviour in favour of the AWS Marketplace's flexibility and budget-friendliness.

This paradigm shift is motivated by factors including adherence to predefined budgets, flexible pricing structures, an ability to exploit AWS credits, and the avenue to fulfil spend commitments. David Grant, CEO at Westcon-Comstor, pointed out, "End-user buyer behaviour is evolving rapidly, and this agreement with AWS is all about enabling our partners to sell where their customers want to buy."

The agreement, titled Designated Seller of Record (DSOR), makes Westcon-Comstor the first to privately list its vendors' products in AWS Marketplace, subsequently sharing quotes with its global network of 12,000 channel partners.

Westcon-Comstor's partners are then enabled to transact and cater to their customers in the AWS Marketplace, ensuring an integrated sales process within AWS Marketplace across the supply chain. Westcon-Comstor will spearhead the Channel Partner Private Offer (CPPO) effort for their partners. "In building a bridge that allows our partners to serve their customers directly in AWS Marketplace, we're strengthening the position of the channel in the cloud marketplace ecosystem and creating new growth opportunities for our partners and vendors," added Grant.

As a recipient of the AWS Security Competency status, Westcon-Comstor is one of the select number of distributors involved in the DSOR programme rollout, and the only one to launch across multiple vendors. Partnering vendors and their customers will now have access to key components of Westcon-Comstor's cybersecurity and networking-focused technology portfolio.

Sales projections look promising, with a recent Forrester report revealing that channel partners transacting in the AWS Marketplace can finalise deals 50% faster. Simultaneously, Canalys predicts third-party vendor software and services' global sales via cloud marketplaces will skyrocket to $45 billion by 2025, marking an 84% CAGR over five years. This agreement offers Westcon-Comstor's partners and vendors an opportunity to maximise AWS Marketplace growth potential and echoes Grant's optimism for what lies ahead in 2024 and beyond.