Westcon-Comstor adds 1Password to AWS Marketplace

Westcon-Comstor has added 1Password to its AWS Marketplace programme, extending the agreement to partners across Europe, the Middle East and Africa.

Under the deal, partners can buy 1Password software from Westcon-Comstor through private AWS Marketplace listings. The arrangement is designed to simplify how products are packaged, sold and delivered through the marketplace model.

Partners using the programme will also receive enablement, advisory services and billing support from the distributor's cloud marketplace team. The programme operates under the AWS Designated Seller of Record model, placing Westcon-Comstor in the transaction flow between vendor and partner.

The move builds on an existing relationship between the two companies, which signed an EMEA-wide distribution agreement last year. It also adds another identity security vendor to Westcon-Comstor's marketplace offering as cloud procurement takes a larger share of software buying.

Marketplace expansion

1Password is the 16th vendor to join Westcon-Comstor's AWS Marketplace programme since its launch in 2024. Other participating vendors include Check Point, Cisco, CrowdStrike, F5, Infoblox, Palo Alto Networks, Proofpoint and Zscaler.

Westcon-Comstor has been increasing its focus on hyperscaler marketplaces as part of its wider channel strategy. The distributor recently identified marketplace-led sales as a future growth area when reporting year-on-year increases in gross sales, gross profit, gross margin and EBITDA.

Earlier this year, it also expanded its marketplace activity through global involvement in Microsoft's resale enabled offers programme. That move suggested Westcon-Comstor intends to build beyond AWS as software vendors and channel partners shift more transactions to cloud marketplaces.

Industry forecasts cited by the companies point to strong growth in this route to market. Omdia analysts have projected that hyperscaler cloud marketplace sales will reach USD $163 billion by 2030, with most of that spending expected to flow through the channel.

Forrester research also helps explain why distributors and partners are paying closer attention to the model. According to the firm, partners selling through AWS Marketplace can close deals 40% faster, achieve an 80% increase in average deal size and record a 27% higher close rate.

Identity security

For 1Password, the agreement provides another route into channel-led sales across EMEA. The vendor says it is used by more than 200,000 businesses and millions of consumers, and has positioned its Unified Access platform around the management and oversight of access across people, AI agents and machine identities.

That focus reflects broader demand in security for tighter control over account access, permissions and visibility. Identity products have become a larger area of channel investment as organisations seek to reduce the risks linked to unmanaged credentials and sprawling access rights across cloud systems.

Westcon-Comstor said adding 1Password strengthens the range available to partners using the marketplace programme. The distributor has also highlighted technology relationships between 1Password and vendors already in its portfolio, including CrowdStrike and AWS.

Peter Woest, Cloud Marketplace Partnerships Director at Westcon-Comstor, said the addition reflects partner demand for faster, more flexible transactions.

"The addition of 1Password further strengthens the value we bring through our AWS Marketplace programme," said Peter Woest, Cloud Marketplace Partnerships Director, Westcon-Comstor. "Partners recognise that growing their marketplace business is now a strategic priority and are looking for faster, more flexible ways to transact. By enabling 1Password through AWS Marketplace, we're helping our partners close deals faster and scale growth while delivering a highly relevant security capability that addresses real customer challenges."

Larissa Crandall, Global Vice President of Channel and Alliances at 1Password, said the agreement reflects changing partner buying preferences.

"This collaboration is about meeting partners where they want to buy and making it easier for them to do business with 1Password," said Larissa Crandall, Global Vice President of Channel and Alliances, 1Password. "As more organisations look to AWS Marketplace to simplify procurement, working with Westcon-Comstor gives partners a more streamlined way to bring 1Password Unified Access to customers and help them build a stronger identity security foundation."