Following the ScanSource acquisition of Intelisys in August, ScanSource have merged services, and added a raft of new cloud partners, to launch ScanSource Cloud Services. Launched at the ScanSource Business Breakthrough Event at Mercedes-Benz World in November, Paul Emery, Vice President of Cloud Services and Solutions, talked UC Today through the changes and additions to empower resellers of the existing and new ScanSource portfolio.
New solutions
New additions include the introduction of leading UCaaS vendors like RingCentral, Gamma and NFON. Paul said the introduction of these solutions allows an agency model filtered down to their partners.
"The agency model allows ScanSource to be the trusted adviser to our resellers. If you're an AV partner selling something like Polycom, our partners can now ask the question, what about Unified Comms as a Service? Based on requirements, we can narrow it down to a few suppliers for your end user to take a look at. This is very new to what we've been doing in the past". Wholesale style customers that already consume products from ScanSource can continue to do business as usual, just with the additional cloud offerings in their back pocket.
This allows partners to build relationships with, and expose end customers, to leading UCaaS players without having to honour a quarterly commitment of sales.
"If a customer has a UCaaS opportunity, they may not know that their business is primed for CCaaS."
"We're now working with vendors like 8x8, TalkDesk and Avaya to introduce these elements for end customers that aren't aware of the contact centre services on offer".
Juggling multiple vendors
Rather than ScanSource having to fulfil a quota with each vendor, the view is very much tailoring each customer to their niche requirements. For customers that have global sites or specific integrations, there are some telling signs that a customer will be more suited to a specific solution.
I asked Paul how the pre-sales element would work. Having worked for a vendor reselling multiple solutions, I saw a big challenge in covering all technologies. Reassuringly, ScanSource will be aligned across technologies such as connectivity, unified communications and contact centre. Once a set solution has been suggested, ScanSource can leverage specialist resource direct from the vendor.
