Westcon-Comstor identifies key gaps in channel readiness for AI-driven networking
Research shows opportunity for partners with the right skills to lead new era of networking transformation, with just 33% of customer networks AI-ready
LONDON, UK – 18 November, 2025 – Nearly three quarters (74%) of channel partners admit they cannot yet design and deliver AI-ready networking solutions despite strong customer demand, according to new research from global technology distributor Westcon-Comstor.
The multi-country survey of senior decision makers at 500 partners, from managed service providers (MSPs) to value-added resellers (VARs), found that just 26% currently offer advanced, AI-integrated network services.
Readiness gaps
Meanwhile only a third (33%) believe their customers’ current network infrastructures are fully prepared and optimised to support AI workloads – suggesting a gap between customer requirements and partners’ ability to meet them.
Across the five countries covered by the survey – Australia, Singapore, Spain, UAE and the UK – most partners (54%) say they are developing their AI capabilities, with a further 18% “exploring” AI while offering traditional networking services.
Most partners report that they are already supporting customers in certain aspects of network transformation such as visibility, security and automation.
Only a minority, however, are active in more emerging areas such as intent-based networking (40%) and zero-trust architecture (37%). This highlights a need for partners to upskill in advanced technologies to drive the next wave of network transformation.
Barriers to transformation
The research, part of Westcon-Comstor’s Future Ready programme of channel analysis, offers a partner perspective on the barriers they and their customers face when modernising networks for the AI era, from integration with existing systems to security and compliance.
In addition to these hurdles, end-users reported struggling with internal skill gaps and uncertainty around technology choices – creating a clear opening for partners with the requisite skills and capabilities to step in as strategic advisors.
Growth opportunities
Indeed, despite challenges, partners are clear that the AI era creates new avenues for growth.
When asked about growth areas in AI-driven networking over the next 12–18 months, 52% of partners cited AI-enhanced network security analytics — making it the single biggest potential driver of new revenues.
Other high-growth opportunities identified by partners include:
- AI-powered network observability and diagnostics (48%);
- Edge-to-cloud data routing and optimisation (43%); and
- Autonomous / self-healing networks (36%).
Generational shift
“AI is changing the game, and partners have a rare window to step up as true strategic advisors,” said Patrick Aronson, Chief Marketing Officer and Executive Vice President, Asia-Pacific at Westcon-Comstor. “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.”
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Westcon-Comstor PR team
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