Playing Matchmaker: ScanSource, Intelisys See Agent-Reseller Partnerships As Popular Route To Recurring Revenue Success


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For partners that want to build their own cloud and carrier service practices, ScanSource intends to support them in a handful of ways. CEO Mike Baur highlighted the advanced commission program Intelisys provides to its sales partners and a ScanSource partner investment program, based on the amount of recurring revenue driven, during his keynote address.

Also, the distributor offers training programs for partners that want to jump into the cloud market. The Cloud Services University, created and managed by Intelisys, features course and certification tracks that educate sales partners on the ins and outs of the cloud business.

Within that program is Super9: peer education groups of nine geographically dispersed partners that help each other set ROI expectations, structure field compensation plans, discuss sales strategy and network with industry colleagues. ScanSource and Intelisys have more Super9 education sessions planned for 2018, including sales, technical and security-specific training conferences.

"Most VARs, if they don't have a recurring revenue stream and they've not built that practice, it's as hard for them as it would be for me to figure out how to comp their field around that," Baker said. "Then, how do you set that individual up? What should be the expectation for the return on that investment? That's what Super9 and the Cloud University help you do."

Intelisys continues to operate as a standalone subsidiary of ScanSource. Baker applauded the aggressive pace of the master agent's sales charge, which will include channel and engineering team additions shortly, and said he has no intentions of limiting their independence.

"ScanSource VARs that want in, we are showing them where the on-ramp is, putting out some milk and cookies and letting them know we're a friendly place to land," Intelisys co-founder Rick Deller told partners during the conference's general session.


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