ADVERTORIAL
ScanSource sets the pace
Kim Jennings, Sales Manager ScanSource
Communications Europe, explains true partnership is helping resellers to improve their Avaya business and fulfil their full potential.
direct to the reseller’s customer – all with a shipping accuracy rate of 99.9 %.
Kim Jennings S canSource
Communications Europe’s approach to working in
the channel is based on partnership. The value- added distributor aims to build relationships with both vendors and resellers that drive business development and grow the channel to the benefit of all parties. ScanSource is continually upgrading the offer it provides resellers to give them better access to vendors’ solutions, new tools they can use to support their business and a solid platform on which to develop.
In Avaya we have a partner that provides product solutions that help to define the changing world of business communications. ScanSource adds value to this product offering, making it easier for resellers to access these solutions and sell them to their end customers.
We do what we need to in order to get the basics right: we provide flexible credit lines that match resellers’ needs and enable them to go after more business, and reliable and speedy logistics, with a range of delivery options available including next-day delivery and blind shipments
46 COMMS DEALER OCTOBER 2011
This is naturally only the beginning. Each reseller has their own dedicated Account Manager to help see their sales through to completion, while our Business Development Managers can review a reseller’s business plans to make sure they’re on the right track and use their channel expertise to advise and assist.
The comms market, and the underlying technology, is a rapidly changing place, and what resellers really need is a distributor that is going to help them keep up-to-speed with that change. ScanSource provides free-of-charge training sessions throughout the year to give resellers the latest industry updates, and provide in-depth knowledge of the entire Avaya portfolio: IP Office, ACM, data products and video. The sessions transfer our technical expertise to resellers and give them the chance to sit the exams that authorise them to sell the particular Avaya solutions.
When it comes to specific projects, we’ve worked closely with our colleagues in Germany and the US to provide resellers with an IP Office designer and configuration tool, and System Central for enterprise projects. Both tools simplify
quoting and system design, streamline the entire process and enable resellers to track requests in real time. These are ScanSource specific tools that our resellers tell us are making it easier for them to secure more business and manage it better.
And that’s a key part of what ScanSource is all about: making things easier for our resellers. We want to enable them to focus on what they are best at – what they enjoy doing most – while providing them potential opportunities to increase margins and encourage repeat business regardless of their internal resource levels.
We have grouped a number of services that do just that under one umbrella: Professional Services. Whether it’s installation, maintenance, consultancy or commissioning services, resellers can sell them to their own customers with their hardware sales in order to enhance service levels and encourage repeat business. We are continually looking for further ways to support resellers in these areas, so keep an eye out for future developments.
We strive to provide the best services and tools for resellers to grow their business, and while supporting them on their endeavours to create more business by capturing more customers, ScanSource
And that’s a key part of what ScanSource is all about: making things easier for our resellers
Communications Europe provides the training they need to take on new product solutions and move into new markets.
Traditionally, because of our background, many of the resellers we have long-term relationships with come from the voice space. As this year we introduced Avaya data products, many of these resellers are moving towards providing a more complete solution. Over the past year we have also introduced them to Avaya’s Aura platform which has enabled previously IP Office exclusive resellers to make gains in the enterprise sector.
And we’re very happy with the way our offering has matured over the last 12 months. We’re also extremely proud that we have been able to evidently help our resellers boost their businesses. For this reason we decided this year to enter the Comms National Awards’ Convergence Distributor of the Year category and are honoured that the judges named us as one of the finalists for the awards.
The great thing about the Comms National Awards is that by recognising excellence it really hits home the fact that there are so many fantastic companies working in the comms distribution channel, and that can only be good for all of us as we work together to continually enhance the nature of business communications.
So, on a final note, we’d just like to wish all the finalists the best of luck on the night and look forward to seeing you all there.
www.comms-dealer.com
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