Enhanced collaboration focuses on proactive market engagement, co-selling, and demand generation for Nokia solutions
Westcon-Comstor has strengthened its partnership with Nokia to drive accelerated growth and deliver greater value to channel partners across the Middle East and Africa (MEA). The enhanced collaboration reflects a strategic shift from traditional fulfilment to a more proactive, growth-driven engagement model aimed at expanding Nokia’s footprint across the region.
Building on an established relationship between the two companies, the expanded partnership introduces closer joint market engagement and deeper alignment between sales teams. Westcon-Comstor will onboard direct-touch sales resources in select MEA geographies, working closely with partners and end customers to identify new opportunities for Nokia’s portfolio. In parallel, Nokia will provide specialist insights and technical expertise to Westcon sales teams, particularly around whitespace technologies and emerging opportunities.
“As the channel evolves, driving more distribution-led business is one of our key priorities.”
— David Grant, CEO, Westcon-Comstor
Under the agreement, both organisations will co-manage pipeline development and forecasting, support co-selling in key strategic opportunities, and enable faster escalation within Nokia when required. The collaboration also includes joint marketing initiatives and partner-focused events designed to raise awareness and drive demand for Nokia’s fixed, IP, and optical networking solutions across the region.
“Our strengthened collaboration with Nokia in the MEA region exemplifies the strategic partnerships that we are increasingly forging with vendors,” said David Grant, CEO of Westcon-Comstor. “As the channel evolves, driving more distribution-led business is one of our key priorities, and this agreement demonstrates how we continue to add greater value for partners.”
Rakesh Parbhoo, Executive Vice President, Middle East and Africa at Westcon-Comstor, said the partnership would open new growth avenues for the channel ecosystem. “By combining Nokia’s innovation with Westcon-Comstor’s channel expertise, we are creating new opportunities for partners to grow and succeed across MEA,” he said.
From Nokia’s perspective, the enhanced collaboration strengthens its enterprise and partner reach in the region. Kamal Ballout, Head of Enterprise and Partners for Network Infrastructure, Middle East and Africa at Nokia, said Westcon-Comstor’s market reach and channel capabilities make it a strong strategic ally. “Together, we will help deliver the connectivity expertise, performance, and security that customers across MEA increasingly demand,” he said.
Westcon-Comstor said the partnership underscores its continued focus on enabling partner success through deeper vendor collaboration, local market engagement, and value-driven distribution strategies.
