automatic data capture
point of sale
Reinvestment in growth for ScanSource
Xavier Cartiaux, president, ScanSource Europe, explains how a successful 2010 will support the company’s new initiatives and continue driving reseller growth in 2011.
D
eciding the best moment to reinvest and the most appropriate areas of our businesses in which to reinvest are challenges
that all of us in the channel are looking to answer. The aim for any company is to get maximum benefit from any investment, yet value-added distributors need to bring a well- rounded and balanced investment strategy to the channel that benefits each and every player from vendor to reseller.
Naturally, a successful year sets expectations high for the next. The true value added distributor should use that previous success to bring even more initiatives and efforts to continue driving channel growth. In this respect, the resellers’ needs and expectations are key. At ScanSource Europe we work hard to bring tools, resources and initiatives to the channel that encourage and help resellers to achieve their full potential.
Organic growth In 2010, ScanSource experienced impressive organic growth across our business units, and one of the reasons for our positive results was that we engaged with resellers locally as much as possible. The Partner Tour is our main vehicle for doing this, allowing us to bring together local vendors, ISVs and reseller partners to enjoy a day full of great opportunities for networking and the possibility to learn about recent ScanSource initiatives.
In 2010, ScanSource reached more resellers than ever before, hosting over 1500 attendees across Europe throughout the year. These events are a great way to engage with resellers and raise awareness of programmes, while
Xavier Cartiaux: “At ScanSource, we feel the future has an extremely positive outlook for the channel. Distributors must, however, find the best ways to engage with resellers and to reinvest to bring about further success.”
showing resellers how to use them to the benefit of their business.
For example, last year we launched SUMO, our partner matching tool that now has over 2500 users worldwide that can use the portal to collaborate with other resellers or ISVs who may hold the final piece of the solution puzzle. SUMO enables resellers to compete on more deals through a partner network that can be tapped into to participate in specific opportunities. We are seeing more and more members of our channel exploring partnerships as a means to extend their reach and SUMO is a great tool for doing this.
Our partnership focus was further enhanced by the release of our mobile data application webstore AppSource, which allows resellers to download applications so they can sell ready- made solutions. Essentially, AppSource allows ISVs and application developers to share their product and reach a wider customer base, while resellers benefit from apps that meet their needs precisely.
Channel opportunities Meeting needs is the role of the value- added distributor, but by no means its only responsibility. At ScanSource, we’re continually looking to create opportunities for resellers by making it easier for them to do business in
14 IT RESELLER – MARCH 2011
www.itrportal.com
COMPANY NEWS
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