7 Scenes From ScanSource's 'Impact Now'

More than 500 solution providers joined 350 vendor executives and 140 ScanSource employees at Disney's Coronado Springs Resort in Orlando, Fla., this month for the value-added distributor's Impact Now event.



The event, which focused on how VARs can improve their businesses, included Disney Institute presentations and workshops on leadership and strengthening customer loyalty.

Everyone wanted to get in the picture with IndyCar Series racing sensation Danica Patrick, who drives for Team Motorola. From left to right: Janet Schijns, Motorola; Mike Reid, Motorola; Laura Evans, Motorola; Katie Van Pelt, ScanSource POS & Barcoding; Danica Patrick; Mike Mughetto, Motorola; Wendy Thacker, ScanSource POS & Barcoding; Will Easley, ScanSource POS & Barcoding.

John Black, president of ScanSource's Catalyst Telecom, was at Impact Now to tout the value-added distributor's convergence strategy for voice, data and video VARs.





"We have a unique strategy in the distribution world," Black said. "This market requires a lot of support and it's going to continue that way as Unified Communications develops. It's evolving and very complex."

Jeff Yelton, president of the distributor's North America POS & Barcoding business, was on hand to assure VAR partners that ScanSource has no plans to tighten up on offering credit to its channel partners during these tough economic times. Yelton said solution providers, of course, still must be a healthy business to get credit, but as a partner of ScanSource, that credit will be there if you need it.





His main message to VARs was: "You have got to be open with us about your finances. It helps us to be "creative" in meeting your credit and financial needs.

VARs like Neal Stanton, President and CEO of VAR Consultedge, Whippany, N.J., took time while at Impact Now to compare notes with other solution providers about the rocky economic situation. Stanton said now, more than ever, it's imperative that VARs "promote ROI" when selling solutions.





As for Consultedge, which was launched during the dot-com bust, Stanton said selling the business value of solutions rather than just the technology bells and whistles "is already in our DNA."

ScanSource executive Buck Baker brought a recruitment message to Impact Now. Baker, president of ScanSource Communications, said his 2009 strategy is to find more A/V and telephony VARs to fill his ranks of channel partners. "We need resellers to stay strong," Baker said.

One of the big draws at Impact Now in Orlando was Apple co-founder Steve Wozniak. Pictured here with ScanSource CEO Mike Baur, Wozniak held an interactive session with an overflowing crowd of Impact Now attendees and signed copies of his book, iWoz.