At Channel Connect, ScanSource, Intelisys Urge Partners to Go Hybrid

SCANSOURCE/INTELISYS CHANNEL CONNECT – Forty percent of agents will sell hardware and 35% of VARs will sell cloud in the next 12 months, according to data from ScanSource and Intelisys.

Executives at the hybrid distributor minced no words when it came to their desire for partners to sell hardware plus software and cloud-based offerings.

Intelisys’ John DeLozier

“We want you to understand the true hybrid distribution model. Because if you sold security to your customer and you have no contact center, somebody else is going to sell it. Somebody is asking that question right now,” said John DeLozier, president of Intelisys and ScanSource’s modern communications unit.

ScanSource’s John Eldh

And according to ScanSource leaders, the company’s base of resellers, agents, MSPs and IT integrators is embracing the message. ScanSource in its latest earnings release disclosed that more than 540 partners are selling in a hybrid fashion with ScanSource. According to ScanSource president John Eldh, these hybrid partners are reaping the benefits. Deal size has increased by a factor of 1.7, and sales have grown by a factor of 1.5, Eldh said.

ScanSource employees, partners and suppliers have gathered in Nashville for a long-anticipated in-person conference. It’s the largest event ScanSource has ever hosted, according to ScanSource senior vice president of worldwide marketing Ansley Hoke.

Channel Futures spoke to attendees and hosts about the trends they see with customers and partners.

Scroll through the images above to see the conversation about hybrid distribution and agent succession, as well as pictures of the Channel Connect event.