‘The industry is moving toward service-based models’ - Antony Byford leaves Westcon-Comstor after nearly a decade
The distribution veteran is set for pastures new as he leaves distribution for a fresh opportunity
Antony Byford of Westcon-Comstor is leaving the distributor after nine years, also waving goodbye to the distribution scene after more than two decades.
Speaking exclusively to CRN on his departure, Byford reveals why he is stepping back.
“I’ve spent most of my career in distribution and it will always feel like home. It’s the part of the channel I love most,” he says.
“But for me, the time was right for a renewed focus in a broader, more service-led space. The industry is clearly moving toward service-based models, and I’ve had a long-standing itch to follow the money and help build and scale new channel models where the growth is emerging.”
Byford also discloses where he is going next - global channel fintech firm, WeFi as VP sales & GTM for EMEA.
“What attracted me to WeFi is the combination of experience and execution. While the business itself is eight years old, the founding team brings over 50 years of experience delivering finance solutions across global markets. In that time, WeFi has helped drive over $55bn of liquidity into the channel.”
Byford adds that working capital pressure across the channel is increasing, with vendors pushing for shorter payment cycles, and partners looking for extended terms.
At the same time, growth in the channel increasingly requires upfront investment. Whether it’s hiring, expanding capabilities, or investing in AI, businesses need access to capital before returns are realised.
Margin pressure also continues to impact all parts of the ecosystem - particularly distributors, VARs and MSPs. In this environment, having strong control over DSO, DIO and DPO is critical to maintaining financial health and enabling sustainable growth.
“WeFi is focused on closing that gap - enabling the channel to grow without being constrained by working capital.
“Financing is no longer just a conversation for finance teams, it’s becoming increasingly relevant for sales, channel and commercial teams as part of how deals are structured and won.
“The thinking behind this is to position financing not just as a back-office function, but as something that directly impacts revenue generation and deal execution.”
Byford’s 22-year distribution background
Byford is a distribution stalwart, with 22 years of his career in the space under his belt.
He has worked across the entire channel landscape, having spent time at reseller Computacenter and vendor Zyxel.
However, distribution remains close to home for Byford, he tells CRN.
“I love the pace of distribution. There is no other pressure in the channel quite like it, with partners, vendors and internal stakeholders all wanting a piece of you every hour of the day.
“Working with such a wide variety of vendors is also incredibly exciting. No two are the same, other than their shared focus on winning new logos. Their programmes vary significantly, as do their cultures and people, which keeps the role constantly dynamic and engaging.”
Byford joined Westcon in 2017 as its managing director of the UK and Ireland, and leaves as vice president of sales for AWS Europe.
“In my 30 years in the channel, Westcon has been, by some distance, my best experience.
“The culture we built within the business is truly unique to the market: senior leadership who are the best of the best, world-class vendors, exceptional people and partners, and market-leading value propositions and systems.
“It has been a real privilege to be part of the team that built and scaled so much of the business over the past nine years. I have every confidence they will continue to accelerate in this next phase of growth.
“I look forward to working with them again in a new capacity and will always be incredibly proud of what my teams achieved during my time there.”
Byford starts at WeFi this week. Marc Sumner of IT channel recruitment firm Robertson Sumner placed him in his new role.