Westcon-Comstor, a global technology provider and specialist distributor, recently announced the signing of an agreement with Amazon Web Services (AWS) that provides its partners with a simplified and streamlined route to transacting on AWS Marketplace.
This collaboration will help create new growth opportunities for partners and vendors and secure the role of the channel in the cloud marketplace economy.
The rise of AWS Marketplace is leading end-users, from enterprises to SMBs, to change their purchasing behaviour as they strive towards the pre-defined budgets and flexible pricing on offer, including the ability to leverage AWS credits and retire spend commitments.
Under the Designated Seller of Record (DSOR) agreement with AWS, Westcon-Comstor is able for the first time to privately list its vendors’ products in AWS Marketplace, sharing quotes with its network of 12,000 channel partners around the world.
Westcon-Comstor’s partners can then transact and serve their customers in AWS Marketplace, ensuring an integrated sales process within AWS Marketplace across the supply chain. Westcon-Comstor will accelerate the Channel Partner Private Offer (CPPO) motion for its partners.
Westcon-Comstor, which recently achieved AWS Security Competency status, is one of a select number of distributors involved in the rollout of the DSOR programme and the only one to launch across multiple vendors.
With several of its strategic vendors already onboarded, Westcon-Comstor’s partners and their customers will gain access to key elements of its cybersecurity and networking-focused technology portfolio.
With a recent Forrester report finding that channel partners selling in AWS Marketplace can close deals up to 50% faster, and Canalys predicting that global sales of third-party vendor software and services through cloud marketplaces will hit US $45 billion by 2025, up 84% CAGR over five years, the agreement is designed to ensure that Westcon-Comstor’s partners and vendors can maximise the AWS Marketplace opportunity.
“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”, said David Grant, CEO at Westcon-Comstor. “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. It’s exciting to see what can be achieved through this agreement in 2024 and beyond”.
