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THE POWER OF
VARs THAT PARTNER TOGETHER,
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
*Based on a september 2010 survey response
SCANSOURCE:BRINGING CHANNEL PARTNERS TOGETHER
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.
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.
YOUR ONLINE PARTNER CONNECTION
The result of all this research, insight and relationship building
is the introduction of SUMopartner.com, 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
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.
DESIGNED IN THE CHANNEL,
FOR THE CHANNELThe World Wide Web is a big place. What makes sumopartner.com
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 sumopartner.com 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
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