Various approaches being used to keep IT projects on track

The channel is responding to hardware availability and pricing pressures in a range of innovative ways, according to research shared by Westcon-Comstor.

The distributor canvassed opinions to gauge the current approach partners are taking as they look to minimise the risk of project delays knocking their business.

The overwhelming number the distie quizzed across its Xpert community indicated that they are being proactive trying to keep customer IT projects on track (87%). Those measures include switching vendors to move to alleviate availability constraints as well as using managed services and optimisation to help customers minimise their reliance on memory intensive workloads.

There had also been an increase in the use of infrastructure capacity planning so that partners could make sure they could deliver what the customer needed to support their IT projects.

One of the most common responses, which has been seen in some of the recent quarterly results of both vendors and partners, is the willingness by some customers to move their plans forward to buy available hardware ahead of further price rises. Three-quarters of those quizzed reported changes in buying behaviour.

Understandably, hardware refresh projects are being affected by the changes in customer buying behaviour, with those projects at risk of being delayed as assets are sweated longer.

“Hardware pricing volatility and supply constraints are reshaping customer buying decisions and having a profound impact on the IT channel,” said Callum McGregor, chief operating officer and chief financial officer at Westcon-Comstor.

“In response, partners are helping customers plan earlier, adapt architectures and stay flexible so they can keep projects moving despite uncertainty. That ability to balance immediate performance and long-term requirements is becoming increasingly critical. It also demonstrates the strategic role that channel partners, supported by distribution, can play in building resilience and helping customers navigate the pressures that have quickly become a systemic feature of the market,” he added.

Vendors have warned that the current problems will be a market feature for the rest of the year. Speaking on an analyst call discussing its recent Q1 numbers, Karen Parkhill, CFO of HP, stated: “Memory prices are already up 100% in the first quarter of 2026 compared to the previous quarter and are expected to continue rising through the year.”

There has also been a move by some customers towards higher-end CPUs to avoid the struggles of getting low and mid-end systems. That has benefitted the likes of AMD. The firm’s chair and CEO Lisa Su highlighted the growth in demand for higher-end systems in her comments surrounding the firm’s recent first-quarter figures shared in May.