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ScanSource Touts FlexAbility, Offers M&A Insight at Annual 1Comm Confab

Southern Hospitality: ScanSource picked its own Greenville, South Carolina, hometown to throw its fourth annual conference for resellers, vendors and 100 of its own people: 500 in all, spanning both Catalyst and Communications business units. The event was held May 19-21.

ScanSource President Rich Long: "We showed partners practical examples of how we could take costs out of their business ... You can configure all your phones in our configuration center and nobody starts the billing cycle until all that’s done. Then we ship it to your user on your behalf. Your need for cash on hand shrinks."International Expansion: ScanSource provided details on the 2014 acquisitions of Imago, the largest Polycom distributor in Europe, and Network 1, Brazil’s leading value-added distributor of communications equipment and services, operating throughout Latin America. The buys add 500 people to the distributor’s international sales support effort. With Avaya and Polycom as pilot vendors, ScanSource also announced Global Coverage, a program to enable and support business opportunities and deals for resellers internationally.

A CIO Panel: Scansource lined up tech decision makers from Greenville County’s hospital and education agencies, locally headquartered BMW and Milliken industrial manufacturing, who described each of their different industry’s IT concerns and visible trends. They also explained “how you need to approach me” to an eager audience of VARs and vendors.

New Financing Options for the Age of OpEx:

  • FlexAbility – For customers moving to a managed service model, a service from finance company CIT to enable resellers to put any product, service or solution on one invoice and, as ScanSource President Rich Long says, “bill downstream to your customer.”
  • Plantronics Device-as-a-Service – an option for cloud service providers to add headsets to their communications offerings, and both charge their end users and pay Plantronics on a subscription model.
  • Jabra Advantage on Demand – a similar monthly billing option for end users of  Jabra headsets

New 24/7 “Total Coverage”: post-sale technical support for Cisco Telepresence video collaboration, to include troubleshooting and part replacement.

Demos of Omni+: a new Web-based design, quoting, and configuration tool that, according to Long, simplifies and aggregates the functionality of vendor-specific dashboards. Device-agnostic, the tool accepts uploads of customers’ own catalogs and offers complete solutions with complementary manufacturers.


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