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Intelisys Expands Programs With Big ScanSource Investment, Signs Deal With Nextiva

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Craig Galbraith**Editor’s Note: Click here for a list of September’s important channel-program changes you should know.**

Less than two months after announcing it would acquire Intelisys in a first-of-its-kind acquisition for the channel, tech distributor ScanSource is helping the master agent expand its Partner Investment and Advanced Commissions programs.

Intelisys says its sales partners now have the opportunity to tap into ScanSource’s balance sheet, which includes borrowings under a $300 million committed credit facility.

Intelisys' Rick DellarThe so-called “Bank of Intelisys” –  a combination of the Partner Investment Program, which debuted six years ago, and the Advanced Commissions Program, which launched three years ago – has loaned $5 million to qualified partners looking to expand their businesses.

“Engaging strategically in our sales partners’ businesses through allocating the funds they need for growth, and helping to guide them on key, impactful investment strategies — these have been some of the greatest privileges over the past six years,” said Rick Dellar, Intelisys co-founder. “ScanSource’s willingness to invest is a testament to the strength and potential of our sales-partner community and the commitment ScanSource has made to support us in enabling their success.”

“In our research into Intelisys, one of the things that impressed us most was how [it] had strategically created innovative programs to invest in and get closer to its partner community, directly impacting and enabling its growth,” said Mike Baur, ScanSource CEO. “It only makes sense to open this even wider, and put the strength of ScanSource behind these very successful programs.”{ad}

Intelisys says the financing from the Partner Investment Program is secured by existing or future commissions; the partner company repays the loan when it reaches “flexible and favorable” growth milestones. More importantly, the company says, it promotes a strategic partnership between Intelisys and its partners that allows the solution providers to tap into the distributor’s experience and best practices.

The Advanced Commissions Program aims to help partners make the move to recurring revenue while offering cloud and carrier services. It provides VARs, MSPs and IT solution providers the opportunity to secure the up-front cash needed before making the shift to an OpEx recurring-revenue model.

“Working with someone who we know and trust certainly eased the stress of the unknown,” said Jeff Sumner, CEO of Corporate Technologies Group, a Partner Investment Program recipient. “There were no surprises or loopholes, and the process of doing business with Intelisys was straight-forward and easier than expected. The fact that we are working with a company that truly understands what we do only strengthens our relationship and allows us to get started on the growth of our business right away.”

Also noteworthy in the Intelisys camp this week is …

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… its entry into the Nextiva partner program. The distributor’s 2,400 sales partners now will be able to offer Nextiva’s cloud services to their business customers.

Nextiva says its “Amazing Partner Program” is known for the benefits it provides its partners, which include not only a “generous commissions structure and revenue incentives,” but also extensive training, sales support, marketing resources, educational webinars, and event opportunities.

“Our sales partners have been increasingly requesting access to Nextiva, and we are delighted to be able to offer them Nextiva’s solutions through our supplier partner portfolio,” said Rick Ribas, SVP, East Region for Intelisys. “Nextiva has developed a reputation for exemplary channel support through its network of channel managers, which we believe will be an asset to our partner community. Furthermore, the reporting and analytics functionality offered by Nextiva sets the company apart, and we are excited about the opportunities that will arise as a result.”

“Nextiva is always looking to partner with companies that share similar goals and values,” says Ira Feuerstein, director of Nextiva’s channel program. “Intelisys embodies everything we look for in a partnership, and we are thrilled to join forces with their large network of sales partners to bring our innovative cloud communications solutions to businesses across the United States.”

To learn more about the Nextiva Amazing Partner Program, please visit.

Follow executive editor Craig Galbraith on Twitter.


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