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ScanSource CEO Mike Baur: ‘This Technology Refresh Is Still In The Early Innings’

‘ We believe that enterprises are going to make long-term decisions about how to accommodate their remote workers and their hybrid workforce, as well as all the companies that are now providing multi- and omni-channel experiences. … And, frankly, the demand has been staggering for us,’ ScanSource CEO Mike Baur tells CRN.

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How would you describe the quarter?  

I think the quarter was fantastic. [Our team of] sales and supplier professionals just ... allowed us to take market share in a very competitive business, as you know. It allows us to take market share because we have such a strong organization that understands how to win.


How has that competitive situation changed with the merger of Tech Data and Synnex into TD Synnex or the acquisition of Ingram Micro by Platinum Equity?  

We are really a clear leader in hybrid distribution. And we really believe when you look at the companies that we compete directly against, it’s really not those companies. There are a lot of other companies that are in spaces that are part of what we do, but really there’s no direct peer competitor for ScanSource today. So what we have to do is make sure we understand what our customers need. And I think our success this quarter and frankly all of last year indicates that we built the leading hybrid distributor in the business.


Can you define ‘hybrid distributor?’  

I’m glad you asked. We have been trying to describe better why we win. And when we looked at the last five years, from our acquisitions and our structure, it became clear to us that the Intelisys acquisition really was the first phase of being able to offer what we’re calling a ‘hybrid solution,’ which for us means ‘hardware plus.’ Hardware plus services, which was what we were doing even before the Intelisys acquisition, but even more so now—hardware plus software, hardware plus any kind of recurring product. Really, it’s that hardware-plus story that I think we’ve got uniquely in the markets we compete in.


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