Westcon-Comstor has announced its global involvement in Microsoft Marketplace resale-enabled offers programme (REO).
The REO programme is designed to support channel-led selling within Microsoft Marketplace. This allows software vendors to authorise approved partners to create and manage private offers on their behalf. Microsoft handles billing and payment collection. This helps to simplify transactions and allows partners to focus on customer relationships and value-added services.
Westcon-Comstor is positioning itself as a key enabler in this ecosystem by layering additional services on top of the REO framework. These include partner enablement, tools to drive incremental revenue and support across renewals and the broader customer lifecycle. The distributor says this approach allows partners to turn marketplace participation into scalable, repeatable growth.
By combining its services with Microsoft Marketplace, Westcon-Comstor says partners can unlock cloud commit budgets, speed up deal cycles, and expand customer spend—all while maintaining control over the customer relationship and the ability to bundle their own services.
The initiative is already gaining traction. Westcon-Comstor has supported partner onboarding into marketplace-led opportunities involving major cybersecurity vendors such as Palo Alto Networks and Infoblox. The company is also in discussions with additional vendors to expand collaboration under the REO model.
The move comes as cloud marketplaces continue to grow rapidly. According to Omdia, marketplace software sales are projected to increase from $30 billion in 2024 to $163 billion by 2030. Partners are expected to drive the majority of this spend as early as next year, with the potential to generate up to $6.26 in services revenue for every $1 sold via Microsoft Marketplace.
“Hyperscaler marketplaces are redefining how enterprise software is bought and sold, but success for channel partners and vendors depends on turning activity into repeatable business,” said Peter Woest, Cloud Marketplace Partnership Director at Westcon-Comstor. “By wrapping Microsoft Marketplace with our value-added services and technical marketplace expertise, we’re making simplicity and scale a reality.”
Darren Sharpe, Marketplace Channel Lead at Microsoft, added that the company’s priority is to help partners build platform-first marketplace practices supported by a strong ecosystem. He noted that Westcon-Comstor is helping drive momentum through REO by enabling vendors to extend their reach while keeping the channel central to the customer relationship.
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