SUMO Whitepapers

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    PROFIT TOGETHERBusiness cooperation is not a new idea, but it is a good one.

    Eons ago, the caveman who was a certified wheel specialist

    partnered with the caveman who was a certified axel specialist

    and together, they increased each of their businesses 10-fold.

    They then connected with the fur trader who lived over the

    mountain, which added a new revenue stream to each of

    their businesses, while introducing their products to a whole

    new geography. Everybody won.

    And thus, the story that was told so long ago, was retold

    time and time again throughout the ages. Partnering works.

    Partnering is good. Partnering is a low-overhead approach

    to expanding your sales force, geographic reach, technical

    ability and vertical market expertise. This is especially true

    in the technology industry, which is constantly changing

    and whose solutions include a host of overlapping products

    from a variety of manufacturers.

  • 70% of surveyed vArs thAt pArtnered hAve reAlized incrementAl Business opportunities or sAles As A result of A vAr pArtnership.*Based on a september 2010 survey response

  • i sell throughout the us but dont have a

    physical presence outside the ny metro

    area. i will contact another vAr to ask

    them to do the work. it helps me get

    the sale as well as create a reciprocal

    lead relationship.

    *Based on a september 2010 survey response


    As the leading international distributor of specialty

    technology products, it was a natural for ScanSource

    to assist in bringing Value-added Resellers (VARs),

    Independent Software Vendors (ISVs) and Manufacturers

    together for mutual benefit. After all, we are the

    common connection, and we have a significant history

    of offering networking opportunities and VAR-to-VAR

    leads. In 2010, we looked to be more proactive in our

    ability to facilitate partnerships throughout the channel

    and make it easier for our reseller partners to connect.

    Our first step? Reach out to our reseller community

    to discover their ideas on partnering.

  • 56%



    of vArs hAve pArtnered with Another vAr on A deAl or Business opportunity

    of vArs hAve pArtnered more thAn five times

    of pArtnering vArs hAve reAlized incrementAl Business opportunities or sAles As A result of these pArtnerships

    We surveyed 1,200+ VARs and discovered that most have partnered with another VAR for a business opportunity to great success.

    SpecificAlly, We diScoVeRed thAt:

    these are the top line results.

    And when you drill deeper,

    based on individual responses,

    youll discover that most VARS are

    in favor of partnerships for lead

    generation, expansion of sales team,

    regional growth and complementary

    technology. They know if they cant

    offer their customers new products

    and services, theyll look to someone

    who can. They also indicated it was

    more successful for them to seek

    out partnerships versus waiting on

    partnerships to come to them.

  • MIKE BAURScanSource CEO

    over 50% of our channel partners actively engage

    in partnering together to extend their business reach.

    so we realized that if we can put together a tool to help

    our partners identify potential strategic partnerships

    more efficiently and quickly, scansource vArs

    will be in a position to win more deals.

  • So, we learned that VARs are open to the idea

    of partnering. We learned that VARs are typically

    successful when they partner on deals and

    opportunities. And we know that ScanSource is in

    regular communication with a host of VARs, ISVs

    and Manufacturers throughout the channel and

    all over the globe. And while the cavemen of old

    used drums and grunts to find suitable partners

    in business, we have slightly more sophisticated

    tools at our disposal in todays environment.



    The result of all this research, insight and relationship building

    is the introduction of, a powerful online tool

    created to provide networking and partnering opportunities for

    VARs, Hardware Manufacturers, ISVs and Channel Affiliates

    companies that provide products or services that compliment

    technology solutions.

  • through sumo, members can extend

    their reach by finding partners in

    other technologies and geographies,

    enabling them to be more competitive

    and strengthen their product offering.

    sumo allows members to seek out

    potential partners by entering specific

    search criteria, which then returns

    companies that match those needs.

    VARs can identify companies with specific technology, geography or vertical market expertise.

    iSVs can identify high potential VAR partners to market their software solutions.

    hardware manufacturers can locate VARs with specific skill sets in certain geographies.

    Manufacturers, VARs and iSVs have access to channel affiliates for hard to find products and services.

    And its a place where end users online can find the VAR that offers solutions theyre looking for.









    sumo is an international online networking tool, supported by all scansource, inc. business units in all geographies, and comprised of the key types of businesses in the specialty technology space.




    FOR THE CHANNELThe World Wide Web is a big place. What makes

    stand out amid the other tools that offer VARs access to partnership

    opportunities, is that it brings all channel relationships together in

    one place: VARs, ISVs, Vendors and Channel Affiliates. The cavemen

    of old had to search from village to village to find a partner that they

    connected with. Whereas with we understand

    the channels needs and how it operates. Weve put it all in one

    place. A place where you can connect with the partners that

    will help you expand, evolve and ultimately succeed.


  • other vAr partners have a vertical specialty that is distinct from our company we combine our collective expertise to win the deal.

    having vAr partners is similar to having more sales people on the street.


    *Based on a september 2010 survey response

  • We have found SUMo to be a great networking tool.

    We are looking to grow the number of resellers offering

    our poS software, and SUMo has allowed us to speak to

    management-level representatives of companies that we

    never would have learned about if it werent for this tool.

    We are clearly talking to the right universe of people and

    look forward to gaining new business opportunities.

    HILI SHREMDirector of Business Development

    Visual Retail Plus