Westcon-Comstor

Patrick Aronson, CMO at Westcon-Comstor, says transformation and new operating models will be critical for all businesses to succeed in 2022 and beyond.

Selecting the right technology, building the right partnerships and hiring the right people are some of the major challenges that partners and users will face in the post-COVID era.

“This creates immense opportunity for the channel community,” he says. “We have already seen how many partners have reinvented themselves by building managed services business, and we expect demand will continue to fuel growth in 2022.

“Managed services are rapidly displacing traditional resale as the way partners profit in the channel. End users want to automate or outsource more of their noncore functions so they can direct precious internal resources to focus on the parts of their businesses that generate the most value. This, coupled with increasing software dominance and the opex-over-capex approach to funding digital transformation initiatives, is the key driver behind this change. This reality opens up an abundance of revenue growth opportunities for channel partners.”