This strategic initiative builds on the strong foundation between the two companies and introduces new measures to capitalise on market opportunities and drive channel success.

Under the expanded partnership, Westcon and Nokia will collaborate closely on joint market engagement – shifting from fulfilment to a dedicated focus on proactively driving growth.

Westcon will onboard direct touch sales resources in select geographies and proactively engage with partners and end customers to identify opportunities for Nokia solutions.

Meanwhile Nokia will provide specialist insight for Westcon sales teams on identified whitespace Nokia technologies, ensuring deep technical expertise and market readiness.

Both organisations will co-manage pipeline development and forecasting, facilitate escalation within Nokia and support co-selling in key, must-win opportunities.

The partnership will also include co-marketing events designed to raise awareness and drive demand for Nokia’s portfolio across MEA.

“Our strengthened collaboration with Nokia in the MEA region exemplifies the strategic partnerships that we are increasingly forging with vendors,” said David Grant, CEO at Westcon-Comstor. “As the channel evolves, driving more distribution-led business is one of our key priorities and this agreement illustrates how we are adding ever greater value in line with our commitment to partner success.”

“This enhanced partnership with Nokia marks a significant step forward in our commitment to delivering cutting-edge technology solutions in the MEA region,” said Rakesh Parbhoo, executive vice president, Middle East and Africa at Westcon-Comstor. “By combining Nokia’s innovation with Westcon-Comstor’s channel expertise, we are creating new opportunities for partners to grow and succeed.”

“We are excited to strengthen our collaboration with Westcon-Comstor to bring Nokia’s industry-leading fixed, IP and optical network solutions to the partners across MEA,” said Kamal Ballout, head of Enterprise and Partners for Network Infrastructure, Middle East and Africa at Nokia. “Their deep market reach and proven ability to deliver value to partners make them an ideal ally. Together, we will help deliver the breadth of connectivity expertise, performance and security our customers need in the region.”

The company’s latest annual Responsible Business report reveals that it now sources 50% of electricity globally from renewables – up from 42% last year – marking a major step toward its goal of 100% by 2030. Westcon-Comstor has already transitioned fully to renewable energy in the UK, Australia and New Zealand.

Scope 1 and 2 emissions – those that Westcon-Comstor owns or controls either directly or indirectly – fell by 8% and 29% respectively year-on-year, with a total reduction of 24% since FY22, meaning the company is nearly halfway to its 2030 target of a 50% reduction.

Westcon-Comstor’s 2050 net-zero ambition and other sustainability targets were validated by the Science Based Targets initiative (SBTi) in 2023, making it the first major global technology distributor to earn this recognition.

One key target – having 80% of supply chain partners set science-based emission reduction goals – has been met on time.

The Responsible Business report covers Westcon-Comstor’s action and progress on three strategic focus areas of people, planet and communities in its FY25 financial year.

During the year, Westcon-Comstor voluntarily aligned to the United Nations Sustainable Development Goals (SDGs) and carried out a double materiality assessment, using a methodology based on the European Sustainability Reporting Standards (ESRS).

The company also improved its methodology for calculating emissions that it doesn’t directly own or control, known as Scope 3 emissions. An increase in the range of supplier-specific data used in calculations contributed to a 10% increase in Scope 3 emissions versus FY24.

Looking ahead, the company intends to work with vendors and partners across the IT channel, designing and delivering initiatives to reduce its Scope 3 emissions.

“Our latest Responsible Business report shows that we’re making real progress in cutting Scope 1 and 2 emissions and expanding our use of renewables,” said Kevin Brzezinski, chief sustainability officer at Westcon-Comstor. “Challenges remain, but we’re committed to leading by example and reducing our carbon footprint across operations and supply chains as we collaborate with partners and vendors to drive sustainability across the IT channel.”

The collaboration will see Westcon-Comstor deploy its value-added services spanning training, technical enablement and data to empower partners to scale end-user enterprise adoption of 1Password Extended Access Management, as the vendor doubles down on its channel strategy and emphasises partner-led growth.

Partners across Europe, Middle East and Africa (EMEA) can capitalise on the short sales cycles and quick route to revenue offered by 1Password Extended Access Management, while meeting surging enterprise demand for secure, scalable and simplified access management in increasingly complex distributed and AI-driven environments.

As part of the agreement, 1Password will leverage Intelligent Demand, Westcon-Comstor’s proprietary, insights-driven lead generation programme that utilises predictive analytics to drive growth, enhance customer lifetime value and identify new markets.

1Password is trusted by more than 165,000 businesses and millions of consumers globally to close the Access-Trust Gap: the security risks posed by unfederated identities, unmanaged apps, devices and AI agents accessing sensitive company data without proper governance controls.

Designed for the realities of modern work, 1Password Extended Access Management secures every sign-in, to every app, from every device – including the managed and unmanaged ones that legacy IAM, IGA, and MDM tools can’t reach.

With technology alliances and partnerships with several existing Westcon vendors, including CrowdStrike and Amazon Web Services (AWS), 1Password’s addition strengthens Westcon-Comstor’s vendor portfolio in the identity security space, while creating new upsell and cross-sell opportunities for partners.

The distribution agreement with Westcon-Comstor comes at a time of rapid innovation and expansion for 1Password.

The vendor recently added next-generation access security and new capabilities to its Extended Access Management platform. Last year, 1Password launched a global partner programme and strengthened its EMEA presence with significant business growth, key customer wins and region-specific product capabilities. At the time, 1Password announced that over one-third of its B2B customers were based in EMEA.

“This strategic agreement with 1Password complements and enhances our identity security offering perfectly, exemplifying our commitment to providing partners and their customers with best-of-breed security solutions and allowing us to address previously unmet needs,” said Daniel Hurel, senior vice president, Westcon EMEA Go-To-Market at Westcon-Comstor. “We look forward to playing a central role in driving 1Password’s channel-led growth across the EMEA region, particularly given the company’s ambition, dynamism and commitment to the channel.”

“Our agreement with Westcon Next Generation Solutions is a pivotal milestone that expands the reach of 1Password Extended Access Management across EMEA,” said Oliver Cheal, vice president, EMEA at 1Password. “By combining Westcon’s deep channel expertise and strategic network with our category-defining identity security platform, we’re opening new routes to market, accelerating partner success, and addressing urgent identity and AI security needs across the region.”

This unique offering positions Westcon-Comstor as the only distributor providing true 24/7 advanced support for Microsoft Azure and M365 in South Africa, catering to partners and customers with complex cloud environments.

“We are focused and determined to remain a key player in the market. Our commitment to customer growth and support is unwavering. The launch of our new Microsoft Advanced Support Services offering fits in perfectly with our digital transformation journey and our focus on building a data-driven business that can deliver the services our partners need,” says Michelle Themelis, Microsoft Business lead at Westcon-Comstor Sub-Saharan Africa.”

A Comprehensive Support Solution

The Microsoft Advanced Support Services from Westcon-Comstor includes robust features designed to address the diverse and sophisticated needs of Azure and M365 clients.

The Microsoft Advanced Support Services include three levels of support, each tailored to specific requirements and complexities:

• Level 1 Support offers first-line technical assistance for Azure and M365 users, including timely responses via phone, email, or chat, basic troubleshooting, account setup, and escalation to Level 2 for more complex problems.

• Level 2 Support provides in-depth technical guidance and resolution for escalated issues, proactive monitoring, and collaboration with cross-functional teams to ensure comprehensive solutions.

• Level 3 Support delivers advanced troubleshooting, root cause analysis, performance optimisation, and security posture assessments to maintain robust protection and compliance. This level also includes knowledge transfer and mentorship to empower internal teams and drive continuous improvement.

Cloud Enablement Services

Westcon-Comstor’s Cloud Enablement Services are designed to accelerate the growth of cloud businesses by offering in-depth, one-on-one consultations with Microsoft-qualified Partner Technical Consultants, providing deployment, migration, and optimisation best practices.

These services include Cloud Consults, Optimisation Reports, and Partner Success Plans tailored to enrich capabilities and drive customer success, as well as Support Practice Enablement assessments and other technical consultations to enhance support operations.

Proactive Management and Strategic Support

To ensure timely attention to a partner’s service needs, the Microsoft Advanced Support Services team employs a proactive approach that includes assistance with performance optimisation, security posture assessments, and comprehensive support strategies.

This ensures that businesses are no longer in a position where they are simply reacting to but are also prepared to prevent them, leading to higher uptime and greater efficiency.

Unparalleled Response Times

Rapid response times are crucial in maintaining the efficiency and reliability of cloud operations. Westcon-Comstor’s Microsoft Advanced Support Services excels in this area with a sliding scale of response times tailored to the severity of issues.

This structured approach ensures that Westcon-Comstor can help partners swiftly and effectively, minimising downtime and maximising productivity.

Core Customer Benefits

Westcon-Comstor’s Microsoft Advanced Support Services offer numerous benefits to partners and customers, enhancing their capabilities and ensuring maximum uptime.

These services provide advanced troubleshooting and root cause analysis for complex issues, proactive optimisation to boost performance, and security posture assessments to maintain robust protection and compliance. Additionally, customers benefit from knowledge transfer and mentorship, which empower internal teams and drive continuous improvement.

“Our clients have spoken, and we’ve listened. Managing Microsoft Azure and M365 for customers can be overwhelming, but our 24/7 support services simplify operations and free up teams to focus on business growth. With our expert Cloud Consults, we provide the technical guidance needed to optimise cloud projects and drive success,” adds Themelis.

By providing round-the-clock expert assistance, Westcon-Comstor ensures that partners and customers can maximise their Azure and M365 investments, reduce downtime, and achieve their business goals.

Intelligent Demand is a data-led sales and marketing programme which utilises predictive analytics to drive growth, enhance customer lifetime value and identify new markets for partners and vendors.

This is done by combining best-in-class data, analyst research and channel expertise with Westcon-Comstor’s proprietary data science models, to deliver sales and marketing opportunities with accuracy.

End-user leads generated through Intelligent Demand resulted in $768 million revenue during Westcon-Comstor’s fiscal year 2024 (1 March 2023 – 29 February 2024).

During the year, Westcon-Comstor completed 532 Intelligent Demand analyses for partners across 28 countries spanning Europe, Middle East and Africa (EMEA) and Asia-Pacific (APAC).

There are now nearly 2,000 registered individual users of Intelligent Demand across Westcon-Comstor’s partner community.

Westcon-Comstor connects the world’s leading IT vendors with a channel of technology resellers, systems integrators and service providers.

Propelled by its data-driven approach to driving partner success and growth, the distributor saw revenue increase 8% to $3.69bn in FY24, with gross profit up 23% and adjusted EBITDA seeing a 26% year-on-year increase.

The growth of Intelligent Demand is the latest demonstration of the company’s ability to empower channel partners to put data at the heart of their business strategy.

Earlier this year Westcon-Comstor launched Partner Insights, a reporting tool that allows partners to monitor key performance metrics and embed a data-driven approach to performance analysis, comparing growth by vendor against industry benchmarks and tracking trends by geography, end user, product type and more.

The launch of Partner Insights followed the publication of Westcon-Comstor’s Bridging the Gap research report, which revealed that partners see data as both their biggest challenge and a major opportunity as they look to achieve growth and transition to recurring revenue models.

“Data is the lifeblood of our partners’ success,” said Atul Damani, chief data officer at Westcon-Comstor. “As a business we recognise that empowering our partners with actionable insights is crucial for their success. That’s why we’re committed to providing a comprehensive, market-leading data offering, enabling partners to make informed decisions, identify growth opportunities, and accelerate sales. Intelligent Demand is a crucial element of our data-driven approach and we’re pleased to report that it has generated net new revenue for our partners and vendors.”

As Westcon-Comstor decks the halls for the festive season, let’s take a moment to appreciate the gifts that technology has offered us, especially in the world of networking.

Today, I would like the opportunity to share how Extreme Networks’ solutions are essential ‘gifts’ for any company’s Christmas stocking.

The gift of enhanced connectivity

Just think of the joy and surprise when you find that gift you have been looking for the entire year in your Christmas stocking. That is the kind of delight we see when businesses unwrap the potential of Extreme Networks’ connectivity solutions.

Blending advanced wireless and wired technologies, these solutions empower companies to discover new ways to become more connected and efficient while unlocking a productive workplace.

This is indeed a gift ideal for today’s fast-paced digital world.

Like the most thoughtful gift, these solutions are tailored to meet virtually any need of the modern organisation.

Connectivity that provides seamless collaboration and communication truly sets the scene for a year filled with the potential of adopting more innovative digital transformations.

Seamless networking: The gift that keeps on giving

There is something magical about a gift that fits perfectly into your life. Extreme Networks’ products, with their seamless integration capabilities, remind us of such gifts. Imagine a network that integrates so effortlessly into your business environment that it feels like it was tailor-made. It simplifies operations, reduces complexities, and enhances productivity.

Truly, this is a gift that keeps on giving for any business all year round. Being able to leverage an adaptable network environment that goes beyond the initial setup phase can help drive future growth opportunities.

Such a network environment that delivers scalable solutions that grow with any business brings joy not just in the moment, but also in the enduring value and relevance they provide operations.

Security: The gift of peace

Peace of mind for any business is one of the best gifts to receive especially when it comes to cybersecurity.

Extreme Networks’ focus on extensive network security can be compared to the peace and tranquillity we cherish during the December holidays.

Protecting a business’s data integrity is as important as safeguarding our most precious holiday memories.

Knowing your network is secure, is a gift beyond measure. Of course, this assurance extends to every aspect of your network, from endpoint security to data transmission, ensuring complete protection.

Innovation: Unwrapping the future

Unwrapping gifts always brings a sense of excitement and curiosity about what new joys and surprises they will bring. This expectation can also be found in the innovation provided by Extreme Networks’ products.

With features like cloud management and AI-driven analytics, these solutions feel like unwrapping a glimpse into the future of business technology.

The continued evolution of their networking value proposition, like the latest advancements in network automation and IoT integration, acts as a portal to emerging technological trends.

It is like receiving a gift that not only delights today but also promises continued innovation and advancements to keep your business at the forefront of all technological evolutions.

The spirit of partnership: More than a vendor

The holiday season is about more than just giving. It is also about building lasting relationships. Our partnership with Extreme Networks goes beyond the traditional vendor-distributor dynamic. For us, it is about collaboration, understanding, and mutual support. And is that not like the very spirit of togetherness we experience during this festive time?

Together, we work to ensure that the solutions we provide are not just products but are integral parts of a company’s business growth and success.

This relationship is built on a foundation of trust and shared goals, where both parties are invested in each other’s success. Like family and friends gathering to celebrate the holidays, our partnership with Extreme Networks is about coming together to share expertise, insights, and strategies that drive mutual progress and innovation.

As we celebrate this festive season, let us take a moment to also celebrate the advances in technology that have kept us connected, secure, and ahead in the business world.

Extreme Networks, with our support at Westcon-Comstor, provides the channel across Africa with networking solutions that are integral to business transformation.

These solutions are gifts that do not sit under a tree but become part of the fabric of successful, forward-thinking businesses.

[Featured Image Credit]

In recent years, Africa has been experiencing a reinvention through adopting digital transformation. Improved connectivity, the ubiquity of mobile devices, and a willingness by corporates across industry sectors to embrace hybrid and multi-cloud environments are contributing to how advanced technologies are being adopted.

For channel providers, a service-led approach that enhances digital distribution capabilities can differentiate themselves and deliver solutions in ways that make sense for their customers.

The diverse African business landscape also presents unique challenges and opportunities. For our part, Westcon-Comstor is committed to moving beyond a one-size-fits-all approach that has become pervasive in the distribution market.

Instead, it is about delivering tailored IT solutions that cater to the varied needs of businesses in this region.

This can only be achieved through a concerted effort to blend global expertise with in-depth local knowledge, drawing from the adage “think global and act local”. When this is achieved, you move into a space where you are equipping the channel with solutions that are effective, culturally, and contextually relevant.

The ‘new’ frontier of digital distribution

Leading with and injecting all things digital into our offerings has become an exciting and vital aspect of our strategy, especially in the burgeoning digital economy of Sub-Saharan Africa.

The region has shown an increasing appetite for advanced IT solutions. As a distributor, this has resulted in us enhancing our digital platforms to benefit our channel partners while redefining how modern services (like cloud-based offerings) are delivered and experienced.

As we head into 2024, I believe we will see a further need to integrate technologies like artificial intelligence and machine learning to provide predictive analytics into digital platforms.

This extends beyond the supply of these solutions to grow revenue; it refers to the distributor’s need to leverage these technologies to better anticipate market demands and identify customer needs more accurately.

Such a forward-thinking approach goes beyond tailoring offerings. Instead, it ensures distributors like us provide partners and clients with the most effective access to technologies relevant to them.

Harnessing the new

Moreover, the channel must push the envelope in driving up the delivery of cloud technologies to ensure they give clients the scalability and accessibility needed by modern solutions.

This will allow partners and clients to access services and solutions from anywhere, anytime, and from a provider they prefer, overcoming traditional barriers of distance and time.

We already know that the cloud-based approach also facilitates better collaboration and data sharing, enhancing the overall efficiency of the supply chain. Something we believe will be even more important in the coming year.

Finding new ways to enhance the user experience is another key component to injecting the channel with a forward-thinking approach – making the acquisition of cloud solutions and services more interactive and featuring even more intuitive interfaces will become one of the cornerstones for success in the New Year.

Enhanced navigation, personalised dashboards, and real-time support will make it easier for clients to find what they need quickly and efficiently.

Maintaining data safety, embracing sustainability

Of course, it matters little if distributors embrace new technologies but are not committed to data security and privacy in their digital distribution efforts.

As we integrate more advanced technologies and handle increasing amounts of sensitive data, ensuring robust cybersecurity measures is a top priority. This commitment to security protects our clients and builds trust and reliability – essential components in the digital age.

Furthermore, our digital strategy is aligned with sustainable practices. We understand the importance of reducing the carbon footprint in the IT sector, and our digital solutions are designed to be as eco-friendly as possible, contributing to a greener, more sustainable future.

We believe that the ‘green agenda’ will be one of the top priorities in the channel in 2024 as companies are under continued pressure to become more sustainable.

Fortunately, our expanded focus on leading with digital sees the adoption of new technologies while creating a more connected, efficient, and resilient IT ecosystem that helps reduce carbon emissions.

Always improving

Our journey and the evolution of the channel does not stop there. For the channel to thrive in 2024 and beyond, distributors need to be constant in their goal to explore and uncover new ways to add value to partners and clients.

Yes, refining service delivery and enhancing digital platforms are important. But success will also require strengthening our presence on the ground to provide partners with the insights and expertise they need to make the right decisions around their technology roadmaps.

What does 2024 hold for Westcon-Comstor? Success. Why? Because we are not just adapting to the technological changes happening around us but leading the way.

Our service-led approach and focus on digital platform and service delivery allow us to align the business with trends not only emerging today but that are bound to emerge tomorrow.

The partnership aims to enhance productivity and scalability for SMBs by introducing the latest IT products and trends.

In a recent event held at the Cisco Office in Victoria Island, Atorj Technology, Cisco and Comstor showcased a range of innovative solutions tailored for SMBs.

Among the spotlighted products was Cisco Meraki, a cloud-controlled Wi-Fi, routing, and security system known for its scalability and security features.

The Meraki products include wireless devices, switches, security systems, enterprise mobility management, and security cameras, all managed centrally through the web.

Rotimi Toluhi, Managing Director of Atorj Technology Limited, emphasized their commitment to providing cost-effective solutions for businesses.

He stated, “We are dedicated to demonstrating that businesses can thrive without breaking the bank. Our clients are our top priority, and with over 30 years of industry experience, we offer expert advice and support, ensuring our clients’ success.”

The event also showcased Cisco’s Room Series, Video Conferencing Room Equipment, and Solutions, equipped with high-quality audio technology.

The solutions, including Webex video conference equipment and Webex Control Hub, offer seamless experiences tailored for various work styles and workspaces.

Peter Nnaji, Channel Manager, Collaboration, and Data Centres at Westcon Comstor, highlighted their focus on SMBs.

He stated, “Our goal is to simplify the lives of our end customers and businesses. We are introducing affordable solutions such as Meraki and our security products. With our global support system and skilled engineers, Cisco products offer unparalleled value.”

Arthur Ifeanyi Nweke, Premium Services Sales Specialist at Cisco Systems Nigeria, elaborated on the benefits of Meraki Marketplace.

He explained, “Engaging with Meraki Marketplace opens the door to customized experiences for your business. Through the Meraki dashboard, you can monitor your entire network infrastructure, ensuring end-to-end visibility and proactive issue resolution. Our advanced Artificial Intelligence optimizes networks, ensuring seamless operations.”

This partnership between Atorj Technology, Cisco and Comstor signifies a significant step towards digital transformation for Nigerian SMBs, offering them world-class technology solutions and expert support, driving growth and success in today’s competitive business landscape.

Here are some pictures from the training:

This is, according to Westcon-Comstor, particularly problematic when it comes to storage infrastructure purchases, but it’s a problem it feels customers can address with NetApp Advance.

“Infrastructure modernisation is a term used in almost every conversation. But the bottom line is that it can’t be viewed as an option. It is a necessity,” says Daniel Thenga, NetApp and SolarWinds Architecture Manager & Business Unit Manager, Comstor Southern Africa. “Market disruption is a huge problem for customers navigating inflation, budget cuts, limited capex, skills shortages, and sustainability mandates. This makes it even more difficult for a business to future-proof their tech investments, of which storage remains a key part.”

Working with NetApp, Westcon-Comstor assists partners in guiding customer decisions around solutions that offer clients the right performance, at the right price, with the lowest carbon footprint, and that can scale regardless of the future, which is where the distributor suggests using NetApp Advance.

NetApp Advance is a best-in-class portfolio of programs and guarantees that go hand-in-hand with the vendor’s NetApp AFF and FAS systems, including its new capacity flash AFF C-Series.

The Storage Lifecycle Program (SLP) is central to this offering, following a ‘buy once and get IT technology that evolves with you’ model.

The program centres on

• More accessible, more straightforward, and faster upgrade cycles when purchasing a NetApp AFF or FAS system with the SLP option, the solutions are upgradeable indefinitely with nondisruptive refreshes of storage controllers every three years at no additional cost.
• Trade-in capacity that limits investment risk and will future-proof storage purchases when acquiring additional capacity and trading in existing SLP-covered storage media for a 100% capacity credit.
• VIP services and AI-powered analytics provide insights into the performance of storage systems through proactive monitoring, full-stack visibility, and actionable insights.
• A simplified software experience through continual software updates and access to new ONTAP capabilities and advancements as soon as they become available.

With NetApp Advance, NetApp has also factored in that most clients will undergo some form of cloud journey if they aren’t already. This is supported through its Cloud Advantage program, which allows a customer to swap an on-premises controller refresh for cloud services or hybrid cloud storage as a service with NetApp Keystone. This is optionality never really seen before, as your purchase follows your plans without creating a legacy problem,”

– adds Thenga

Within the NetApp Advance program, there is also a storage efficiency guarantee. NetApp offers a guaranteed storage efficiency of 4:1 for SAN workloads and 1.5:1 for NAS workloads on its ONTAP AFF systems. This is essential for African businesses looking to improve energy usage, and reduce energy costs while trying to become more sustainable.

Right-sizing and tiering are also simplified as users can automate the movement of infrequently used data to more cost-efficient object storage without refactoring applications. NetApp’s storage is also natively available on AWS, Microsoft Azure, and Google Cloud, allowing clients to tier to a cloud of choice or from high-performance all-flash to hybrid-flash/HDD systems.

“NetApp Advance is not a crystal ball, but it’s a bold move by a company in recognising the challenges facing CIOs when needing to upgrade or refresh technology, or even when they need to pivot their tech model to a more modernised approach,” ends Thenga.