ScanSource CEO Baur On Finding The Best Intelisys Partners, Early Cloud Wins And A Path Towards IoT


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How much crossover are you seeing from your legacy partners to the Intelisys business? Has that been a difficult adjustment for them?

We're learning, like Intelisys knew before we acquired them, that it's really hard. The hard part is identifying the profile of the VAR that's most likely to succeed. Intelisys has been selling to VARs for a while. They would have had limited success. It's primarily limited by the ability of that VAR organization to be structured in a way that they can add this new technology and deploy it. They almost have to be of a certain size and structure.




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