Westcon-Comstor & Palo Alto launch partner growth circle

Westcon-Comstor has launched the Partner Growth Circle with Palo Alto Networks for selected channel partners across Europe, the Middle East and Africa, extending the companies' existing relationship.

The programme is designed to help participating partners build and expand their Palo Alto Networks business through joint planning, sales and technical support, and regular performance reviews.

Partners will work with Westcon-Comstor on business plans linked to priority solutions, target accounts and pipeline objectives, with progress reviewed every quarter.

Those that meet agreed goals will gain access to a package of benefits, including services workshops, certification support and demand-generation funding. The scheme also provides access to Westcon-Comstor resources such as its Tech Xpert community, 3D Lab virtual demonstration environments, and sales and pre-sales enablement.

Westcon-Comstor will also bring its Intelligent Demand sales and marketing programme into the initiative. The programme uses predictive data analysis to identify opportunities more likely to convert.

Channel focus

The launch reflects continued competition among distributors and suppliers to deepen ties with partners that can drive sales in a cybersecurity market shaped by rising demand and fast-changing customer requirements.

Daniel Hurel, Senior Vice President, Westcon EMEA Go-To-Market at Westcon-Comstor, said demand for Palo Alto Networks products remained strong across the region as customers adjust their cybersecurity approach in response to AI.

"We continue to see strong demand for Palo Alto Networks solutions across EMEA, as organisations adapt their cybersecurity posture to the opportunities and risks created by AI.

"The Partner Growth Circle is about helping partners translate that demand into scalable, repeatable business growth. By bringing together joint business planning, technical enablement, demand generation and our wider value-added capabilities, we can help partners build stronger pipelines, expand customer relationships and develop more repeatable sources of revenue. It is a focused approach built around shared commitments and measurable progress, and the next step in our collaboration with Palo Alto Networks," said Hurel.

Westcon-Comstor and Palo Alto Networks already work together across several EMEA markets. Previous joint work includes SASEvolution, which combines Palo Alto Networks Prisma SASE with Westcon-managed services for partner offerings.

Regional awards

The new programme was introduced after WestConnect in Barcelona, where partners from across EMEA met senior executives from Westcon-Comstor and Palo Alto Networks. The event also included a regional awards programme focused on Palo Alto Networks partners.

Compugeddon of South Africa was named EMEA Partner of the Year, while Fireware of the UAE took the MEA Partner of the Year award. Northern Europe Partner of the Year went to ncubed of the Netherlands; Southern Europe Partner of the Year to Netica of Italy; DACH Partner of the Year to Blue Technologies of Germany; UK&I Partner of the Year to Boxxe of the UK; and Rising Star to Esferize of Spain.

Palo Alto Networks said the programme is intended to give partners a more formal framework for growth as customers reassess security needs linked to AI.

"Partners are at the heart of our mission to secure the digital future, especially at a time when EMEA organisations are navigating the complexities and opportunities of AI-driven cybersecurity," said Patricia Murphy, Vice President of EMEA Ecosystems at Palo Alto Networks.

"The Partner Growth Circle represents a powerful evolution in our relationship with Westcon-Comstor, providing partners with the structure, enablement and resources needed to scale effectively. By aligning our products and services with Westcon-Comstor's deep channel expertise, we are creating a clear path for our mutual partners to accelerate growth, expand their technical capabilities and deliver exceptional value to our joint customers," said Murphy.

Westcon-Comstor operates in more than 50 countries and focuses on cybersecurity, networking and hybrid cloud distribution through its Westcon, Comstor and Rebura businesses.