Channel partners act to offset hardware volatility as project risks rise
Global survey by Westcon-Comstor reveals measures partners are adopting to minimise disruption
LONDON, UK – 14 July, 2026 – Almost nine in 10 channel partners (87%) are taking steps to protect customers and keep projects on track amid hardware pricing volatility and memory shortages, according to new Westcon-Comstor research.
The value-added technology distributor surveyed its global Tech Xpert community and found that partners view project delays as the single biggest risk arising from supply constraints and pricing pressure.
Much of this risk stems from the need to redesign or revalidate solutions when components become unavailable or specifications change, adding time and complexity to project delivery.
In response, partners are adopting a series of mitigation measures.
Nearly one in three (29%) have already switched vendors or platforms in response to availability constraints.
Other steps being taken include increased use of managed services and optimisation techniques to reduce reliance on memory-intensive workloads.
Improved infrastructure capacity planning emerged as the most widely adopted action, cited by 60% of partners as they seek to better align supply with customer demand.
Buying behaviour is also shifting. While more than half (52%) of respondents said they or their customers have accelerated hardware purchases to mitigate risk, almost a quarter (23%) reported delays or cancellations.
This reflects a fragmented market as organisations balance urgency with uncertainty. Overall, three quarters (75%) reported some change in buying behaviour.
Hardware availability is also influencing workload placement, with 45% of partners reporting accelerated cloud adoption and 7% noting a shift back to on-premises environments.
The research reveals that disruption is being felt across the infrastructure lifecycle, particularly in hardware refresh cycles, new procurement and system expansion.
Westcon-Comstor’s findings are based on a survey of Tech Xpert members, comprising technical specialists from value-added resellers, systems integrators and managed service providers across Europe, the Middle East and Africa (EMEA) and Asia-Pacific (APAC).
Other key findings include:
- 27% of partners are using storage tiering or caching to reduce RAM reliance
- 25% are moving workloads or components to managed services
- 24% cite inability to scale capacity as a key risk
- 39% highlight technical risks including performance instability, degraded user experience, increased operational complexity and reduced resilience
- 47% say willingness to switch vendors depends on the specific situation
“Hardware pricing volatility and supply constraints are reshaping customer buying decisions and having a profound impact on the IT channel,” said Callum McGregor, Chief Operating Officer and Chief Financial Officer at Westcon-Comstor. “In response, partners are helping customers plan earlier, adapt architectures and stay flexible so they can keep projects moving despite uncertainty. That ability to balance immediate performance and long-term requirements is becoming increasingly critical. It also demonstrates the strategic role that channel partners, supported by distribution, can play in building resilience and helping customers navigate the pressures that have quickly become a systemic feature of the market.”
Learn more about how Westcon-Comstor is helping channel partners navigate commercial volatility
About the research
The findings are based on a survey of more than 100 members of Westcon-Comstor’s global Tech Xpert community, comprising technical specialists and decision-makers from channel partner organisations including resellers, systems integrators and service providers. Responses were collected during May-June 2026 across multiple regions, including Europe, Middle East and Africa and Asia-Pacific, providing a broad partner perspective on the impact of hardware pricing volatility and memory shortages.
About Westcon-Comstor
Westcon-Comstor is a global technology distributor specialising in cybersecurity, networking and hybrid cloud solutions. With a presence spanning more than 50 countries, it drives innovation by connecting technology from the world’s leading IT vendors with a channel of resellers, systems integrators and service providers. By combining data-driven intelligence, technical expertise and strong partnerships, Westcon-Comstor empowers channel partners to seize opportunities and achieve sustainable growth. It goes to market through three lines of business: Westcon, Comstor and Rebura.
