Channelnomics catches up with ScanSource to talk about its success and what the channel means to the company.
Outline your channel strategy.
More than ever it's important for us to help our partners understand what end users need. Over the past several years, we've been placing more and more emphasis on providing a total solution, and we've adjusted our strategy accordingly. Through strategic, proactive growth initiatives, ScanSource is able to combine the hardware products we sell with the software, cloud services, networking and connectivity capabilities to make a complete solution for our partners.
We believe it's important for our partners to look beyond the technologies they know well and think of the products that can help them round out the total solution. From barcode to WiFi, networking to services, security to phone systems, and complementary professional services to alternative financing options - providing a total solution enables resellers to better meet their end-users' business needs.
What was the highlight of 2018 for your business?
Following the acquisition of California-based Intelisys in 2016, ScanSource continued its transformation from a provider of products and hardware to a provider of total solutions, including connectivity. We were also positioned as the market leader in the POS and payments channels after acquiring POS Portal in 2017. These strategic acquisitions provided new opportunities for our reseller partners to grow their businesses through additional service offerings. In 2018, we uncovered an additional opportunity to help our partners expand their businesses and revenue streams through the acquisition of Salesforce implementation and consulting firm, Canpango. Today, our carrier and connectivity partners no longer need to worry about building or offering their own CRM practice. They can now tap into our professional services to help their customers deploy CRM, which provides new avenues to recurring revenue streams. This acquisition was most certainly a big highlight for us and our partners.
What does it mean for your company to win this award?
This is ScanSource's third consecutive year being named Distributor of the Year by Channelnomics, and we couldn't be more thrilled. It's a testament to the proactive nature of our team, our innovation and our culture. Our commitment has always been to our customers - to help them remain competitive as the industry continues to transform.
How does your company work to ensure it is delivering innovation?
We are constantly striving to find new and innovative ways to help our customers grow their businesses. If our partners are successful, we know we have been effective in supporting them. We're in a time in the channel where things are moving and changing at a rapid pace. In recent years, we've created a team at ScanSource whose sole responsibility is looking into what's next, ensuring we stay ahead of the market. We've also surveyed hundreds of customers and end users to better understand their needs - what it would take to move the needle in their business.
By staying on top of the latest trends and industry developments, we can better help our partners continue to innovate, whether that means helping them make the transition to recurring revenue and as-a-service models, or helping them build a plan for future growth.
What has been your company's greatest channel achievement in 2018?
Our acquisition of Canpango was certainly a highlight of 2018, but I think our greatest achievement of 2018 would be our overall continued growth as a company - and not just growth by numbers. Even after 25 years, we are still maturing as a company, providing the best services and solutions to our customers, and, most importantly, finding new ways to support them each and every day.
What difference will winning this award make to your business in 2018?
There's a lot of excitement in the channel right now, but it's also a very challenging, competitive market. To receive this recognition as Distributor of the Year helps reinforce to our customers that we are looking out for them and proactively searching for new opportunities to help them grow their businesses. Channelnomics has great reach, and is consistently sharing the channel's latest news and analysis, so it is certainly important to be recognized by such a credible publication.
Channelnomics recognizes Sophos' innovation in the security world
Daily tech news and analysis channel partners need to know, including wearable's growth, Canada's skills gap, EPC's forecast and more
Catch our winners discussing the state of the market during the CIAs Awards ceremony in New York City
Optiv Security strategy expert discusses PCI and beyond