AI is forcing a network rethink – and the channel holds the blueprint
AI is driving demand for intelligent, secure, and adaptable networks. In this Future Ready article, Wee Lee Ang, Country Manager at Westcon-Comstor, uncovers the challenges of AI networking and how partners can lead the way in helping customers modernise.
AI is reshaping the way we think about network modernisation. While the focus used to be on speed, AI workloads demand a new kind of infrastructure – one that is intelligent, adaptable, and secure enough to keep up.
Westcon-Comstor’s latest research revealed that only 33% of partners’ customers are fully prepared for AI and distributed compute. Frankly, I expected the readiness rate to be lower. There’s plenty of interest in AI, but legacy infrastructure and static networks are becoming major bottlenecks – a reality I see firsthand in my work with partners across the region.
This is driving strong awareness and demand for modernisation – especially in sectors where real-time data processing is business critical (think telecommunications, healthcare, financial services, and technology).
Partners have a huge opportunity here: to go beyond selling equipment and help customers adopt intent-based networking, zero-trust security, and better network visibility. The question is: where do you focus your efforts?
Three growth areas partners can win in now
Our research uncovered three key growth areas according to partners:
AI-enhanced network security analytics is where 52% of partners expect growth – unsurprisingly. Every organisation, whether enterprise or SMB, is adopting AI solutions. But the readiness of partners to action these analytics? That’s still a big question mark.
AI-powered observability and diagnostics is another area where partners (48%) see growth potential. Modern IT environments are becoming impossibly complex, generating volumes of data that human analysis simply can't keep up with. We need proactive, automated problem resolution, not reactive firefighting.
Edge-to-cloud data optimisation rounds out the top three, with 43% of partners expecting growth. This surge comes from explosive data generation at the edge, demand for real-time processing, and the complementary nature of edge and cloud computing in hybrid environments.
What separates the leaders from the followers
In each of these areas, the partners who stand out share three common traits: they've adopted these technologies themselves first, they have actual deployment case studies to share, and they offer 24/7 maintenance support.
Walking the talk matters. Customers can spot the difference between partners who truly understand AI networking and those just riding the wave.
For AI-enhanced security analytics, focus on data security and governance, ensure model transparency, and integrate AI capabilities into existing workflows. Implement strong protocols like encryption and anonymisation, conduct regular audits, and maintain human oversight for critical decisions.
With AI-powered observability, provide comprehensive training, offer personalised guidance, and use AI to optimise workflows. Help customers develop strategies to rationalise workloads, standardise edge deployments, and implement intelligent caching.
Optimising edge-to-cloud integration involves a hybrid strategy that leverages the low latency and real-time processing capabilities of edge computing while utilising the scalability and advanced analytics of centralised cloud infrastructure. Key optimisation strategies focus on workload distribution, data management, and infrastructure consistency.
Partners need partnership to succeed
Here's what I tell every partner I work with: you don't need to become an AI networking expert overnight. What you need is the right support ecosystem.
Partnering with a trusted distributor can provide access to training, expert guidance, and resources to speed up projects and stay Future Ready. At Westcon-Comstor, we are a supportive business partner, offering tools like on-demand POC platforms, market insights, professional services, and tech community sharing.
With the right support, the path to modernisation becomes clearer and more achievable.
The blueprint is there. The demand is proven. Now, it’s your move.
Discover more about how to grow with AI networking here.
