Westcon‑Comstor has added Cato Networks to its AWS Marketplace program, expanding cloud procurement options for channel partners.
Westcon‑Comstor, a distributor focused on cybersecurity, networking and hybrid cloud solutions, has expanded its AWS Marketplace program by onboarding Cato Networks. The partnership aims to provide channel partners with more cloud procurement opportunities while increasing Cato’s footprint in the cloud marketplace.
Launched in 2024, the program helps partners complete transactions faster through AWS Marketplace, reducing procurement friction and accelerating deal cycles. It supports multi‑currency billing and enables partners to combine multiple products into tailored solutions that meet sector‑specific and customer requirements.
Westcon‑Comstor provides dedicated support to help partners scale their AWS Marketplace activity. The program operates under the AWS Designated Seller of Record (DSOR) model and has already facilitated more than 100 deals worth tens of millions of dollars in aggregate.
The addition of Cato Networks builds on an existing distribution agreement between the two companies. Partners across Europe, the Middle East and Africa (EMEA) can now access Cato’s software through private listings, enabling direct sales to customers while bypassing more time‑consuming procurement steps.
Customers can use allocated AWS budgets for purchases, supporting “land‑and‑expand” strategies using Cato’s SASE platform as a single‑vendor secure access service edge solution that is recognized by industry analysts for its capabilities.
Industry research underscores the importance of cloud marketplaces as a route to market: according to Omdia, the IT channel is expected to handle 59% of the projected $163 billion spent through hyperscaler cloud marketplaces by 2030, highlighting continued growth in this distribution model.
For channel partners and managed service providers (MSPs), the Westcon‑Comstor and Cato Networks integration simplifies procurement, shortens sales cycles and makes it easier to package and scale SASE‑based security offerings. This is particularly relevant for organisations pursuing digital transformation that need consistent, cloud‑native security across distributed locations and remote users.
Opportunities from the integration include faster time to revenue, improved deal velocity and streamlined billing through AWS. At the same time, partners should weigh potential risks such as intensifying competition within cloud marketplaces and increased reliance on hyperscaler platforms for distribution and revenue recognition.
Overall, the move strengthens the channel go‑to‑market for cloud security: Westcon‑Comstor’s DSOR model and Cato’s SASE technology together make it easier for enterprises and service providers across EMEA to procure, deploy and scale secure cloud connectivity through AWS Marketplace.