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CRN Exclusive: ScanSource CEO Baur Says Channel Sales Force Reorganization Needs More Time

‘Because we believe the future for our resellers or our VARs is to sell more to their customers to form a solution, we need to have our sales force lined up better to enable that VAR to sell more,’ ScanSource CEO Mike Baur tells CRN.

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Trying To Get The Channel Reorganization Right

ScanSource Tuesday reported financial results for its second fiscal quarter of 2020, with both revenue and income down year over year. It’s a situation ScanSource Chairman, President and CEO Mike Baur called self-inflicted as it was caused by a move to reorganize its channel sales team.

Baur told CRN that the reorganization's goal was simple: change the channel representative teams and retrain them to make cloud and services a bigger part of their sales pitch to solution providers, who Baur refers to as “customers”—saying he uses the word “customer” because “I have to treat them like customers, and not partners.” The goal also was to start bringing in telecom offerings from ScanSource's Intelisys acquisition and cloud services from its intY acquisition.

However, despite a fairly smooth pilot with a handful of ScanSource's top partners, the initiative did not work as planned. Partners complained about not having access to sales reps they've known for years or not being able to get the information they need.

Baur told CRN that the reorganization is being adjusted based on the response from partners so far. He also said he expects progress this year.

Here’s what Baur had to say about the reorganization and other topics.

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