Westcon-Comstor is a global technology distributor with expertise in cybersecurity, networking, and hybrid cloud solutions. The company has announced its participation in the Microsoft Marketplace resale enabled offers (REO) programme. The initiative is designed to support channel partners and vendors in driving marketplace-led growth by combining hyperscaler reach with Westcon-Comstor’s value-added services.
The Microsoft REO programme supports channel-led selling by allowing approved channel partners to create and manage private offers through Microsoft Marketplace. Microsoft is responsible for customer billing and payment collection.
In addition to the REO framework, Westcon-Comstor provides a set of value-added services intended to support marketplace adoption and scalability. These include partner enablement, tools to support revenue generation, and support across renewals and the customer lifecycle.
By integrating Microsoft Marketplace with these services, Westcon-Comstor enables partners to access cloud budget allocations, reduce deal cycle times, and increase customer spend. The approach aims to allow partners to maintain control of customer relationships while incorporating their own services.
Westcon-Comstor also supports partners with onboarding, transaction management, and scaling within Microsoft Marketplace. Its services are intended to help partners operationalise marketplace participation.
The company is supporting partner onboarding into Microsoft Marketplace opportunities with cybersecurity vendors including Palo Alto Networks and Infoblox. Further discussions with additional vendors are ongoing in relation to potential collaboration under the Microsoft REO programme.
Following its AWS Marketplace programme introduction in 2024, Westcon-Comstor is positioned to participate in expected growth in marketplace software sales, which Omdia projects will increase from US $30bn in 2024 to US $163bn by 2030.
