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


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What's being done to make the transition easier for some of those larger partners?

Intelisys did some clever things to try to shorten the ramp with their advanced commissions program. Still, they've got to be big enough to be able to dedicate resources to absorb that cost for a while, and they've got to have the owners who say, 'We're going to make this an investment, not just a quick hit.' Even if it's recurring and high margin – everybody sees it – it takes two to three years. That's like forever in the channel. Nobody says, 'I want to do something, but I'm okay not getting paid for two or three years.' What we're doing this year, we won't see the results for another year-and-a-half.




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