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CRN Exclusive: ScanSource CEO On How Consolidation Is Impacting Distribution

Value-added distributors are in many ways becoming more like broadline distributors, even as broadline distributors are becoming more like value-added distributors, ScanSource CEO Mike Baur told CRN.

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How has the Intelisys acquisition impacted channel evolution at ScanSource?

At ScanSource, you have all of these various channels, all these various routes to market. So with Intelisys, we picked up an agent channel that was new to ScanSource. The overlap between ScanSource VARs and MSPs and integrators and with Intelisys was [limited]. When we bought POS Portal, again, very little overlap with their ISOs and ISVs.

It’s interesting that there is sometimes competing and other times separate channel routes to market that exist, and we don’t spend enough time as an industry talking about it. We’re saying we’re trying to compete in the same channel as other distributors where, in reality, let’s go find some new channels where there is no distribution. That’s let us make some of these acquisitions where we are not only acquiring a new offering but we’re also acquiring a new channel. And that’s what’s really exciting about what we’ve done. We’ve got new customers that were not existing ScanSource VAR customers.

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