Westcon-Comstor: Channel Not Ready for AI-Driven Networking

Seventy-four percent of channel partners say they cannot yet design and deliver AI-ready networking solutions despite strong customer demand.

This is according to new research from global technology distributor Westcon-Comstor, which highlights the disconnect between partners’ current AI networking capabilities and growing customer needs.

Building AI-integrated network services: where partners are seeing gaps

Westcon-Comstor found that only 26 percent of partners offer advanced, AI-integrated network services, while only 33 percent believe their customers’ current network infrastructures are fully prepared to support AI workloads.

The company said these findings illustrate a clear gap between customer requirements and partners’ ability to meet them. 

In addition, most partners (54 percent) say they are developing their AI capabilities, with 18 percent  “exploring” AI while continuing to offer traditional networking services.

Patrick Aronson, chief marketing officer and executive vice president of Asia-Pacific at Westcon-Comstor, emphasized the significant opportunities available to partners who build towards AI-driven networking.

“AI is changing the game, and partners have a rare window to step up as true strategic advisors,” Aronson said in an official press release for the study.

“Customers are hungry for intelligent, adaptive networks – but the gap between ambition and readiness is real. The partners who lean in now, build capability and get closer to the customer will be the ones leading the next wave of growth,” he continued.

The study, which surveyed senior decision makers from 500 MSP and VAR partners across Australia, Singapore, Spain, the UAE, and the UK, is part of Westcon-Comstor’s Future Ready program. 

The initiative offers channel analysis on the barriers partners and their customers face when modernising networks for the AI era.

Why opportunities abound in maximizing growth and upskilling internal teams

Westcon-Comstor’s research also revealed that most partners are already supporting customers in certain aspects of network transformation, including visibility, security, and automation. 

However, only a minority are engaged in emerging technologies such as intent-based networking (40 percent) and zero-trust architecture (37 percent), highlighting the need for upskilling in advanced areas to drive the next wave of network transformation.

End users also reported struggling with internal skill gaps and uncertainty about technology choices. According to the company, this creates a clear opening for partners with the requisite skills and capabilities to step in as strategic advisors.

When asked about growth areas in AI-driven networking over the next 12–18 months, respondents cited AI-enhanced network security analytics as the top choice at 52 percent.

Other high-growth revenue opportunities identified include:

• AI-powered network observability and diagnostics (48 percent) 
• Edge-to-cloud data routing and optimisation (43 percent)
• Autonomous / self-healing networks (36 percent)

In September, Westcon-Comstor signed a distribution agreement with 1Password to strengthen identity security across EMEA. Read more about how the partnership helps close the access-trust gap.