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point of
data capture
into continental Europe with the Moving forward
purchase of Algol Europe, a value- As for the future,
added distributor specialising in ScanSource Europe will
convergence and communications be translating its website
solutions,” explained Cartiaux. Algol, into two further languages,
headquartered in Cologne, Germany, Danish and Swedish,
has been re-branded as ScanSource which will bring it to ten
Communications GMBH, and joins versions in total. It will
ScanSource Communications UK as also be taking its Partner
part of ScanSource Communications Tour to Poland for the
Europe. ScanSource Communications first time, which, coupled
now distributes vendors like 3Com, with the company’s new
APC, Avaya, Extreme Networks, business development
Juniper, LifeSize and Trapeze in the manager, will provide it
DACH area. with an ideal opportunity
to connect with Polish
resellers. ScanSource
Important channel has also taken a new
opportunity approach with its
While ScanSource Europe has printed product
been investing heavily in the catalogue; slimming it
communications side of the business down and focusing on
and while it has continued to see manufacturers’ latest
major opportunities there, its autoID by spending considerable effort and most popular products. Taking
focus remains as strong as ever. The searching across a multitude of reseller feedback into account, it also
business units are operated separately different websites. We’re collecting all includes a greater number of product
from a sales, product management the relevant material into one convenient, comparison matrix charts to distinguish
and technical point of view, with centralised location, with the aim of between vendors’ offerings and help
account managers specialised in one making it easier for resellers to find out guide customers towards the right
technology. “That’s the only way to everything they need to know about product. “It really complements the
guarantee expertise in a solution,” working in the healthcare vertical.” eCatalogue, which is being updated
remarked Cartiaux. “We don’t want to Cartiaux added that resellers who are as we speak,” said Cartiaux. “They’re
dilute our people’s knowledge, as that currently not working in healthcare will different tools entirely; one is not
devalues our service commitment to find out how they can benefit from the simply an online version of the other.
our resellers. That said, there are available opportunities. “Our role as a The printed catalogue is an overview
occasions when working together distributor and as the partner of our of the products we stock – what’s new,
can benefit both businesses, and resellers is to help them move into a the bestsellers and the most important
ScanSource Europe will be joined position where, through a combination products. For a complete listing of all
by ScanSource Communications of knowledge and support, they can the products we stock, all the available
UK at the upcoming Partner Tour at take advantage of those opportunities configurations and the part numbers,
PalmerSport – an important channel and grow their business,” he said. resellers should use the catalogue.”
opportunity for both sets of resellers.”
ScanSource Europe is also working on Cartiaux concluded by stressing that
a worldwide web networking platform execution in our industry is key. “What
Vertical focus tool for resellers, vendors, ISVs and matters is delivering the right products
In terms of ScanSource’s enhancements affiliates. Resellers, ISVs, vendors and at the right time to the right place. But
to the service and support it now offers other users will be able to communicate in itself that’s not enough, so we have
to VARs, the company is now putting and pursue partnering opportunities also made sure we are reliable and
greater focus into key vertical areas, across geographic regions, vertical scalable. This is as valid for 2010 as
such as healthcare. “We’re launching a markets and different technologies. for any other year. ScanSource Europe’s
healthcare microsite, which is going to “ScanSource is really playing the role role as a partner is to create value for
be an important resource for resellers,” of the facilitator here – we get people its vendors and resellers, facilitating
said Cartiaux. “Healthcare is a vertical together and make it easy for them to channel relationships, educating the
where having the right information do business,” said Cartiaux. “There are channel, creating business
is critical. There is a whole host of plenty of opportunities out there and by opportunities and providing access
regulations that resellers need to be connecting partners, these opportunities to information. That way the channel
aware of and these can only be found will become more apparent.” prospers and we encourage growth.” a71
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