Security Watch: Partner Conference Grabs Record Attendance

Distributor ScanSource Inc. based in Greenville, S.C., held its largest-ever Partner Conference, called "Next is Now," in September. More than 1,000 reseller partners, vendors and employees attended the event. Here’s some of the breaking news from the conference:

• ScanSource Security has developed the industry’s first comprehensive Web-based product selection tool for its reseller and dealer partners. The product, SNAP, was designed and developed by ScanSource Security’s technical team to help dealers find the right product for their end-user customers. SNAP enables dealers to quickly narrow their search for products by searching by manufacturer, part number of even product specifications. The search then provides the dealer with a comprehensive data sheet on the product, as well as suggested pricing.

• Catalyst Telecom, a sales unit of ScanSource and value-added distributor of voice, video and data convergence solutions, announced the creation of a new, robust pricing tool for Avaya resellers. With this proprietary tool, called CoPilot, resellers can take their solution design, created through Avaya Solution Designer, combine it with all applicable rebates, promotions and special bids and automatically calculate the total pricing for their end-user customers.
• ScanSource POS & Barcoding announced MobilETC, a comprehensive mobility education, training, certification and partnering program for resellers looking to sell, deploy and support mobile solutions.

ScanSource Inc. also reported at the conference that it had provided $60.7 million in incremental financing support to its partners from January to August 2012. The company expects that number to grow during the remainder of the year. The company’s portfolio of financial solutions includes credit, floor plan financing, leasing, and working capital, ScanSource, Inc. is able to offer flexible financial solutions to its partners.

“The goal of our Reseller Financial Services team is to expand our reseller partners’ purchasing power through adaptable and flexible financial solutions,” said Tim Ramsey, vice president, Worldwide Reseller Financial Services. “We understand no two customers are alike, so we take a proactive approach that is relationship-driven by understanding the customer’s financial requirements. With the number of financial services we offer and the underwriting capabilities we have, resellers can be assured that, if there is a will, there is a way, when it comes to helping them finance their solutions. There may be economic uncertainty, but we will continue to invest in our partners as demonstrated through our financial support.”