Westcon-Comstor identifies key gaps in channel readiness for AI-driven networking
Research shows opportunity for partners with the right skills and capabilities to lead new era of network transformation
SYDNEY, AUSTRALIA – 18 November, 2025 – More than three quarters (77%) of Australian channel partners say 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 23% of Australia-based respondents currently offer advanced, AI-integrated network services – slightly lower than the global average of 26%.
Readiness gaps
Meanwhile less than a third (30%) of Australian partners 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. This compares to a global average of 33%.
Most Australian partners (59%) say they are developing their AI capabilities, with a further 15% “exploring” AI while offering traditional networking services.
This is broadly in line with the other countries covered by the research: Singapore, Spain, UAE and the UK.
Most partners in Australia 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 (42%) and zero-trust architecture (36%). 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, 58% of Australian respondents cited AI-enhanced network security analytics – making it the single biggest potential driver of new revenues.
Other high-growth opportunities identified by partners include:
- Edge-to-cloud data routing and optimisation (51%);
- AI-powered network observability and diagnostics (50%); and
- Autonomous / self-healing networks (35%).
Generational shift
“The research underscores the urgency for Australian channel partners to bridge the gap between customer demand and AI-ready networking capabilities,” said Phil Cameron, Managing Director, Westcon-Comstor Australia. “In Australia, where businesses are rapidly adopting AI to stay competitive, the ability to deliver intelligent, adaptive networks is becoming a critical differentiator. This isn’t just about technology – it’s about building the skills and confidence to deliver transformative solutions. By addressing these readiness gaps, partners can not only meet customer expectations but also position themselves as leaders in shaping the future of intelligent networking.”
“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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