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Rich Long: With Its Upcoming 25th Anniversary, ScanSource Focused On Transformation

Transformation

ScanSource soon will be celebrating its 25th anniversary and looking ahead, it’s all about continued transformation.

The distributor capped off its Global Partner Conference this week in its hometown of Greenville, South Carolina. Executives gave a positive prognosis for its traditional businesses, and talked about its transitioned into new areas, such as SaaS, to foster more growth, and focusing more on the end-user experience..

To gain new capabilities, ScanSource has acquired other companies through the years, such as master agent Intelisys, CDC Brasil, Network1 and most recently POS Portal, which is says will “create the industry’s leading payments channel.”

This summer, Intelisys launched a new financial program that allows its sales partners to leverage their monthly recurring revenue (MRR) through the master agent to buy hardware through ScanSource.

In a Q&A with Channel Partners, Rich Long, ScanSource president, talks about what the upcoming anniversary means to his company, and how continued transformation will benefit its partners.

Channel Partners: What’s the overall message behind the 25th anniversary?

ScanSource's Rich Long

ScanSource’s Rich Long

Rich Long: We’re obviously using the 25th anniversary celebration as a platform to remind people of where we’ve come from, all of us. It’s one month from now. So we’re reminding partners about all of our journeys together, the history, the present and where things are going. And so we’re using that to talk about the trends in the industry, the trends in technologies and how we all as partners, not just the resellers, but the distributors too, have to transform to help each other during that journey. So transforming means developing new services streams, developing new revenue streams, developing new ways of meeting the clients’ needs and that’s what it’s all about. Surrounding the end customer with complete channel support and care.

CP: Change has been a big theme of this conference. What kind of change already has ScanSource initiated?

RL: Some of the changes we discussed … are around transformative changes within the partner community. And that means the types of support that we provide to the customer and the types of technologies that we’re selling as companies. So it’s not just about hardware products and software as part of the solution, but it also has to do with recurring revenue models, bringing on cloud services, bringing on carrier services, bringing on adjacent technologies to compliment the solutions we’ve sold before, all of us as a partner community. We’re proving it by making some acquisitions of our own. So over the last couple of years we’ve made few acquisitions that get us a little outside of our comfort zone and into adjacent technologies, and we’re using those as models to hopefully help guide and navigate partners throughout their journey, too.

CP: As far as ScanSource’s transformation, has it been a combination of internal organic growth and acquisitions?

RL: We’re transforming as a company, and part of it is building new practices ourselves and part of it is…

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