ignite partner program welcome guide - scansource/media/project/scansource/... · 2020. 10. 12. ·...
TRANSCRIPT
scansourceIGNITEXaaS powered by FastLane
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ScanSource is the largest global provider of specialty products and solutions for
barcode, communications, physical security, point-of-sale, and emerging technologies.
By acquiring Intelisys—the largest distributor of Cloud- and Carrier-as-a-Service
solutions—in 2016 and the intY Cascade platform in 2019—which provides Microsoft
solutions and so much more—we’ve combined three powerhouses that place us at
the center of the solution-delivery channel. We’re well positioned to give our valued
resellers the ability to complement the existing hardware solutions they offer today,
plus the ability to earn monthly recurring revenue.
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. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8
JOIN US AT THE CENTER OF THE SOLUTION-DELIVERY CHANNEL
The ScanSource DifferenceScanSource is here to help our partners—like you—grow your business and create
value. We do this every day by investing in the new technologies, people, and
programs that enable you to provide innovative, total solutions for your customers.
The cloud is changing how businesses buy and use technology. Regardless of your
technology sector or market focus, we’ll show you how to advise your customers
about relevant cloud solutions—ones that leverage their past investments and
provide a road map for their future needs.
TABLE OF CONTENTS
The Technology Pillars . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6-7
Additional Solution Offerings . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16-17
Why Ignite?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9-11
Solutions Mapping Matrix . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12-15
Enablement Services . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18-19
Introduction to ScanSource . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
Professional Services . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20-21
Financial Services . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22-23
Appendix . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25-27
PROGRAMS We manage and extend your
purchasing power, resolve tech issues, and help you sell everything you offer
more effectively.
TOOLS We create tools and platforms
that help you work more efficiently and build revenue
streams.
TRUSTED ADVISORS We have teams that provide you with the right expertise,
training, and support for end-to-end, cloud solutions
enablement.
ScanSource Partner Program, Ignite . . . . . . . . . . . . . . . . . . . . . . 4-5
The Cloud Solution-Delivery Model . . . . . . . . . . . . . . . . . . . . . . . 2-3
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Strong marketer/ lead generator
Great relationship builder
Wide vs. deep knowledge
Requirements
Lower top-line revenue
Little control over service level or commissions
Lack of brand awareness
Challenges
No invoicing
Strong margins without risks
Rich recurring revenue
Low CAPEX
Fastest go-to-market
Advantages
TRUSTED ADVISOR (AGENT) MODEL
Commissions
THE CLOUD SOLUTION-DELIVERY MODEL AT SCANSOURCE
No matter how your customers want to consume technology—whether it’s on-
premises, in the cloud, or both—ScanSource can offer solutions through multiple
models, including the two below.
Billing platform
T1/T2 support
Brand awareness
Deep knowledge
Requirements
Requires in-house talent
Invoicing, AR
Reliant on supplier service delivery
Challenges
Professional services
Pricing control
Build your own brand
Advantages
RESELL MODELSubscription Billing
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Welcome to a select group of valued, ScanSource reseller partners with whom
we’re excited to engage! We’re dedicated to helping members of our Ignite Partner
Program effectively build a scalable and sustainable, cloud business practice.
As your customers transition to the cloud, there are many complementary and
adjacent solutions you can provide as their trusted advisor. We’re here to help you
navigate and simplify the work required to build a successful, monthly recurring
revenue (MRR) business.
As the marketplace continues to change, ScanSource is making investments and
evolving our value proposition—to ensure our solutions continue to be strategically
relevant for you and your customers. That’s why we created our exclusive Ignite
Partner Program.
We’re dedicated to bringing together our partners—like you—and the cloud and
carrier services communities. From start to finish, our team offers you guidance,
support, and resources to help you identify, and maximize, business-building
opportunities.
We begin this journey by providing several advantages only we can deliver. Of these,
the first—and by far the most important—is the trust we’ve built together over time.
We’ve already established an understanding of your legacy business success, and
now we’re ready to help you build on that foundation.
Together, we deliver:
• Experienced and specialized Ignite support assigned specifically to you
• On-the-ground resource teams to assist you in closing complex opportunities
• The most partner-protective agreements in the channel
• Real-time access to meaningful, business-building information—including quote/
order tracking and the most sophisticated, online commission system available
INTRODUCING THE SCANSOURCE PARTNER PROGRAM, IGNITE
• The strongest and most diverse supplier portfolio, to meet your customers’
requirements
• Direct deposit of monthly commissions—on time, every time
• A comprehensive website featuring current information, helpful tools, supplier
promotions, and commission rates
We look forward to better understanding your priorities and goals and collaborating
to achieve mutual success!
Our Ignite business-consulting and channel-development teams include subject-matter experts dedicated to helping you achieve the following goals:
Understanding key market drivers, business impacts, and cloud solution-delivery models.
Gaining access to extensive, best-in-class, XaaS technology providers, training, and sales-enablement tools and resources.
Accessing collaborative selection and onboarding of the best-fit solutions and suppliers that match your customers’ requirements to help you close deals faster.
Delivering go-to-market planning guidance, to scale your MRR business with joint-selling support and end-customer demand generation.
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ScanSource has a lot to offer our partners, but no need to worry.
We’ll work with you to navigate
between the cloud and devices
pillars shown here—guiding you in
your solution-selection process.
We’ll also provide access to
subject-matter experts within
each pillar, as needed, to help
you expand and grow your cloud
business practice.
THE TECHNOLOGY PILLARS: BRINGING CLARITY TO A ROBUST PORTFOLIO
CLOUD COMPUTE
Iaa
Cloud Servers
Colocation
Public Cloud
Hybrid Cloud
Private Cloud
Cloud Storage
Cloud Backup
CDN
MANAGED SECURITY
SECaaS
Physical Security
UTM
Managed Firewall
DDoS Mitigation
Compliancy Audits
Pen Testing
End Pointgmt
24/7 Monitoring
Professional Services
NETWORK/ SD-WAN
MPLS
DIA
PRI and POTS
Fixed Wireless
Managed SD-WAN
Broadband Aggregation
Application Acceleration
Dynamic Connectivity
IoT/WIRELESS
Wireless
Sensors
SIM Services
Monitoring and Escalations
Analytics and Dashboard
TEMs/MEMs
CaaSUnified
Communications
Hosted Voice
Collaboration Tools
Hosted Contact Center
SIP Trunking
MANAGED SERVICES
ITaaS
Virtual Desktop
Workspace
Help Desk
Disaster Recovery
Business Continuity
Managed Services
Mobile Device Management
Communications Physical SecurityNetworking Point-of-Sale and BarcodeDEVICES
SCANSOURCE IGNITE PARTNER PROGRAM VAR-enablement training, tools, consulting, project management, and professional services
Cloud Services
What does it mean to be a trusted advisor? And how do resellers, as trusted advisors,
operate differently from agents?
There are two main reasons you should sell cloud and hardware.
1. Don’t leave money on the table.Start with a few focused solutions and suppliers that complement your core business and
install base, and watch your bottom line increase. As your teams become increasingly
successful cross-selling and upselling hardware and cloud solutions, you’ll be better
positioned to become more agnostic over time.
2. Protect your install base.Today, the growth of digital/cloud solutions is the new norm. The cloud solutions channel
is growing, so take the time to talk to your customers before your competition does. By
leveraging cloud solutions that are complementary to your core business, you can help
your end customers navigate their cloud adoption over time—providing direction for
their future business requirements.
Cloud platforms can help deploy new, digital customer experiences in days rather than
months, and can support analytics that would be uneconomical—or simply impossible—
with traditional hardware and technology platforms alone. The pace of cloud adoption
has accelerated greatly and customers—of all shapes and sizes, and across all markets—
are planning their pivots to the cloud. There’s no one better positioned than you to
help your install base create a road map to the cloud by positioning total solutions
incorporating hardware, software, and managed cloud services. Let ScanSource help
you create a cross-functional, cloud channel strategy—one that incorporates the
hardware and services you sell today with complementary cloud solutions your install
base will need, no matter their phase of cloud adoption. Cloud solutions also drive
the need for professional services that help you create sticker clients while adding
significant, monthly-recurring profit to your bottom line over time.
WHY IGNITE?
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POINT-OF-SALE COMMUNICATIONS & COLLABORATION SECURITYNETWORKINGBARCODE
PAYMENTS MANAGED SOLUTIONSIOT & WIRELESSCONNECTIVITY
COMMUNICATIONS & COLLABORATION
CLOUD COMPUTE & COLOCATION
VALUE-ADDED RESELLER
MANAGED SERVICE PROVIDER
INDEPENDENT SALES
ORGANIZATIONTRUSTED ADVISOR
(AGENT)
INDEPENDENT SOFTWARE
VENDOR
HYBRID MODEL CLOUDON-PREMISES
TEC
HN
OLO
GIE
S SE
RV
EDD
ELIV
ERY
OPT
ION
SPA
RTN
ER T
YPE
S
PROFESSIONAL SERVICES
CLOUD ROUTES TO MARKET
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WHY IGNITE?
Ignite helps you accelerate your cloud growth with a holistic view of your businessOur goal is helping you close cloud business faster and accelerate your ROI in
building a cloud practice—connecting you with what you need, when you need it.
From our trusted, senior business-consulting and channel-development experts to
solution-mapping guidance and much more—we work together to support end-to-
end enablement as you grow and scale your cloud business.
Supplier engagement and solution mappingOur program mutually aligns partnering expectations with you and our leading, cloud-
and carrier-services supplier partners and solutions. The goal is having your chosen
supplier partners better understand your business requirements, your relationships with
your customers, and your own unique culture—so you can win more cloud business,
plus add hardware devices and professional services for a total solution.
Through our program deliverables—like solution mapping or whiteboarding sessions
with advisory assistance from our team’s hardware and cloud subject-matter experts—
we help our resellers identify complementary and adjacent cloud solutions that your
existing or new sales teams can go to market with quickly and easily, based on your
organizational structure and cloud strategy. Ignite includes supplemental business
training and support documents to enable sales team adoption which includes:
• Market-mapping hot sheets by cloud technology
• Other opportunity-identification support materials and training
• Top-10 questions to ask your customers—to qualify new opportunities quickly and solidify your role as a trusted advisor; top-10 cloud- and carrier-services discovery questions for resellers to use with their end customers
A few of the associated markets include:
- Distributed medical - Distributed retail - Government
- Hotels and lodging - Information technology - Manufacturing
- Outsourced call centers - Trucking - Airlines - Engineering - Energy - Mortgage
- Regional banking and finance - Software development
Go-to-market supportWe’re dedicated to helping accelerate your marketing efforts. And we know how
important it is to invest in a demand-generation strategy as you advertise and create
interest in your new cloud solutions. From the planning stages through best-practice
recommendations and resources to support you, your podcast, education, solution
collateral, or other needs—we have the people and the tools to help you every step of
the way.
Team structure and compensationWe can provide guidance in creating job descriptions and conceptualizing internal
compensation plans. And we can recommend third-party resources on which you can
rely when hiring a focused, cloud-solution salesperson or team.
When integrated with Ignite program deliverables such as whiteboarding sessions,
90-day start-up plans, technology audits, and advisory assistance from Ignite
subject-matter experts—market-mapping hot sheets provide road maps to best-fit
suppliers. We also include the top-10 questions to ask your customers, to qualify new
opportunities quickly and solidify your role as a trusted advisor.
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SOLUTION MAPPING MATRIX CROSS-SELLING HARDWARE AND CLOUD SOLUTIONS JUST GOT EASIER
SOLUTION MATRIX PHYSICAL SECURITY MOBILITY COMMUNICATIONS A/V AND
COLLABORATIONPOS AND
PAYMENTSNETWORK-
ING
INTELISYS AND SCANSOURCE SUPPLIERS A
XIS
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UB
AU
BIQ
UIT
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ISC
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ITaaSSplice A A A A
Synoptek A A A A
BC/DRTierPoint
DaaSEvolve IP* A A A A A
Effortless Office* A A A A A
RapidScale A A A A A
MA
NA
GE
D S
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VIC
ES
COLOCATIONCoreSite A A A A H H S HRackspace A A A A S HSwitch A A A A H H S HTierPoint A A A A H H S A
COMPUTEEvolve IP* H H H H H H H H H H H H H H H H S H H H H H H A A A A A
Effortless Office* H H H H H H H H H H H H H H H H S H H H H H H A A A A A
Rackspace H H H H H H H H H H H H H H H H S H H H H H H A A A A A
RapidScale H H H H H H H H H H H H H H H H S H H H H H H A A A A A
TierPoint H H H H H H H H H H H H H H H H S H H H H H H A A A A A
HYPERSCALERackspace A A A A A A A A A A H H H H H H S H H H H H H A A A A A
Synoptek A A A A A A A A A A H H H H H H S H H H H H H A A A A A
TierPoint A A A A A A A A A A H H H H H H S H H H H H H A A A A A
CLO
UD
CO
MP
UTE
SOLUTION MATRIX SECURITY MOBILITY COMMUNICATIONS A/V AND COLLABORATION
POS AND PAYMENTS
NETWORK-ING
INTELISYS AND SCANSOURCE SUPPLIERS A
XIS
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NW
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UIT
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UCaaS8x8 S S M M S S S S A A A A A A A A A A
Avaya/ACO S S S M S S S S A A A A A A A A A A
Bullseye S S M M S S S S A A A A A A A A A A
Evolve IP S S M M S S S S A A A A A A A A A A
Granite S S M M S S S S A A A A A A A A A A
Hypercore S S M M S S S S A A A A A A A A A A
Masergy S S M M S S S S A A A A A A A A A A
Momentum S S M M S S S S A A A A A A A A A A
RingCentral RCO S S M M S S S S A A A A A A A A A A
Verizon S S M M S S S S A A A A A A A A A A
Zoom S S M M S S S S A A A A A A A A A A
COLLABORATIONEvolve IP S S S S A S S S M A M M M A A A A A
Rackspace S S S S A S S S M A M M M A A A A A
Synoptek S S S S A S S S M A M M M A A A A A
TierPoint S S S S A S S S M A M M M A A A A A
Zoom S S S S A S S S M A M M M A A A A A
CONTACT CENTER8x8 A A A A S S S S S S S S A A A A A A A A A A
Avaya/ACO A A A A S S S S S S S S A A A A A A A A A A
Evolve IP A A A A S S S S S S S S A A A A A A A A A A
Genisys A A A A S S S S S S S S A A A A A A A A A A
RingCentral RCO A A A A S S S S S S S S A A A A A A A A A A
CO
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UN
ICA
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S-A
-SE
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Our matrix shows the correlation between ScanSource’s supplier partners and cloud service providers that our VAR customers access through Intelisys.
The matrix below outlines areas we describe as:
Synergy: Sell this with the ScanSource supplier’s product to create a complete solution.
Add-on: Add this to the solution conversation, even though it’s not directly related.
Heavy lift: Has synergy with the ScanSource supplier’s product but is a heavy lift to sell, since other things also are needed.
Migration: Replace a top-five supplier in the ScanSource portfolio with a different supplier.
Blank: Has no overlap.
For example:You’re talking with your customer about a private branch exchange (PBX) upgrade that complements Mitel’s on-premises-based solution. You ask questions about the need for a help desk or a customer-care team. Then you mention an Intelisys service provider like NICE InContact—which can provide cloud-based, Contact-Center-as-a-Service that can be used with the Mitel phone-system upgrade. This example represents synergy, because many businesses need contact-center solutions for help desk or customer-care call centers—making this a natural upsell opportunity.
S
M
H
A
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SOLUTION MAPPING MATRIX CROSS-SELLING HARDWARE AND CLOUD SOLUTIONS JUST GOT EASIER
SOLUTION MATRIX SECURITY MOBILITY COMMUNICATIONS A/V AND COLLABORATION
POS AND PAYMENTS
NETWORK-ING
INTELISYS AND SCANSOURCE SUPPLIERS A
XIS
HA
NW
HA
PAN
AS
ON
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MIL
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IoTAdvantix A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Bullseye A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
WIRELESSAdvantix A A A A A A S S S S A A A A A A A A A A A A A A S S S S A A A A
Bullseye A A A A A A S S S S A A A A A A A A A A A A A A S S S S A A A A
Granite A A A A A A S S S S A A A A A A A A A A A A A A S S S S A A A A
Verizon A A A A A A S S S S A A A A A A A A A A A A A A S S S S A A A A
IoT/
WIR
ELE
SS
SOLUTION MATRIX SECURITY MOBILITY COMMUNICATIONS A/V AND COLLABORATION
POS AND PAYMENTS
NETWORK-ING
INTELISYS AND SCANSOURCE SUPPLIERS A
XIS
HA
NW
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CYBERSECURITYMSSPCorvid A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Masergy A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Open Systems A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Verizon A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
MDR/EDRCorvid A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Masergy A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Open Systems A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Verizon A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
ASSESSMENTS/AUDITS
Corvid A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Masergy A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Open Systems A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Synoptek A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Verizon A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
PHYSICAL SECURITYHypercore S A A A A A A A A A A A A A A A A A A A A A A A A A A
Momentum S A A A A A A A A A A A A A A A A A A A A A A A A A A
YourSix S A A A A A A A A A A A A A A A A A A A A A A A A A A
MA
NA
GE
D S
EC
UR
ITY
SD-WANAryaka A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Bullseye A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Cato Networks A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
CloudGenix A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Granite A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Hypercore A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Lumen (CL) A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Masergy A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Momentum A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
RapidScale A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
SASEBullseye A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Cato Networks A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
CloudGenix A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Hypercore A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Lumen (CL) A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Masergy A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
NETWORK/ AGGREGATIONBullseye A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Granite A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Hypercore A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Masergy A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Momentum A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
Verizon A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A A
NE
TWO
RK
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HOT WIRELESSThe ScanSource Hot Wireless solution makes it easier for you to activate cellular-
capable devices on competitive data plans—independent of wireless carriers. The
complete solution includes hardware, configuration services, cellular service, and a
Kickstart data plan.
• Creates new MRR stream for your business
• Improves time of invoice to cash
• Provides complete solution for your customers
• Delivers access to management platform for business intelligence
on wireless devices
• Allows activation of device prior to shipment, so it arrives ready to use
• Eliminates need to interact with individual carriers
• Eliminates processing of wireless orders and payments
How’s the service delivered?A Hot Wireless transaction looks like a normal order. The device is provisioned in
our Custom Configuration Center (CCC) based on the specific requirements of the
application—complete with active cellular services. The device ships HOT and the
Kickstart plan is activated. During the 30-day window the cellular provider, Advantix,
works directly with the specified contact to set up the ongoing, cellular-data plan—
one that’s fully customized to the needs of the applicant.
Hot Wireless is easy as 1, 2, 3!1. Identify an opportunity to sell devices requiring cellular-data connectivity.
2. Contact your ScanSource account team to add cellular services to the order.
3. Earn recurring commissions.
ADDITIONAL SOLUTION OFFERINGS
ScanSource partners selling Microsoft will benefit
from a wide range of tools and services built
to support the growth of their cloud business,
most importantly ScanSource’s CASCADE cloud
platform. CASCADE helps partners harness the power of the cloud to improve every
aspect of business operation: collaboration, continuity, capability, and more. Through
the CASCADE portal, ScanSource makes it simple to provision new cloud licenses—
driving the flexibility and immediacy that allow partners to rapidly adapt to changing
requirements and onboard new customers with ease. This enablement tool can offer
a complete, holistic view of a customer’s consumption of cloud software to deliver
unparalleled, data-led sales opportunities at the click of a button. With ScanSource
CASCADE, increase collaboration, productivity, and security in the workplace and
drive digital transformation. And stay tuned for more solutions coming soon!
POS Portal is widely regarded as the industry
leader in value-added deployment services and
support. The ScanSource POS Portal business
has a track record of truly remarkable success
with our partners in payments order entry and terminal modules—being the foremost
innovator in channel development for integrated point-of-sale and merchant
services. Payments-as-a-Service options and handling protocols ensure all orders
are completed and fulfilled correctly. Our equipment-ordering and deployment
resources allow our partners to build long-term relationships within their customer
portfolios, as well as drive down costs and maximize profitability.
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ENABLEMENT SERVICES
RenegadeAccess to various business-building sales and supplier tools, such as:• Market-mapping hot sheets • Fiber search, cable assistants, supplier guides • Cloud and marketing toolkits • Virtual quoting
Our partner-success programsAdvanced commissions: Opportunities to ensure commissions flow shortly after the sale
Partner investment: A unique, financial-loan approach to help you achieve success and continued growth
Business-builders: Back-office support, event planning, and marketing/ coaching resources
Teaming: A structured, Intelisys sales partner/ScanSource partner teaming program
Education and support toolsExtensive supplier and knowledge library: Learn key contacts, how to sell/position solutions, and more.
Supplier training search: Search for trainings by supplier, based on your choice of date range.
Intelisys Cloud Services University (iCSU): Offers dedicated training and certification through industry-leading, cloud-education programs.
Virtual sales engineer: Ask questions of, and/or collaborate quickly with, an Intelisys solutions engineer.
Video library, blogs, events: Stay in the know with fresh, XaaS and cloud content.
Commission planningIgnite helps you design a commission program that’s right for your company and compensates and incentivizes your sales team. Build the right cloud and carrier practice for your business—one that considers whether you want a dedicated or hybrid, sales-team structure, and the cloud supplier partners with whom you go to market.
As a member of our Ignite Partner Program,
you have full access to Intelisys Cloud Services
University (iCSU) online-training institution and
certifications. Created to help VARs, MSPs, IT
solution providers, telecom agents, and consultants
profit from the shift to cloud services—iCSU’s
mission is fostering excellence within the field of technical services by promoting and
preparing providers of cloud services for the future evolution of the cloud. iCSU brings
the highest level of training possible to professionals throughout the industry and
ensures that courses provide a broad spectrum of knowledge presented by renowned
experts.
Through iCSU, you can get certified in the following areas of expertise
• Telecom solutions
• Cloud-computing solutions
• Unified-Communications-as-a-Service solutions
• Contact-Center-as-a-Service solutions
• Network and data security
• Advanced data networking
• Solutions
• Advanced cloud methodology
Discover MyIntelisys MyIntelisys is our interactive web portal that ensures you have greater visibility as you manage your cloud business. It includes:
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PROFESSIONAL SERVICES
ScanSource’s knowledgeable Solutions Engineers and Architects are eager to help you build the right solutions for your business the first time. They’ll support you every step of the way.
Midmarket and enterprise UC • Staging and integration • Programming • Implementation • Messaging • Conferencing • Video • Staff augmentation
Contact center • Consulting • Implementation • Advanced integration
Custom Configuration Center Your resources are valuable. To grow your business, your technical experts must be utilized correctly. That’s why successful customers leverage our Custom Configuration Center (CCC). Our CCC has a highly skilled technical team that provides integration services from IP addressing, software loading and upgrades, firmware downloads, and kitting to complex custom jobs—each completed to your specifications. Your product is shipped ready to install. We’ll even custom label it with your company name.
ScanSource Services offers system integrations that are completed with a 99-percent accuracy rate. That’s how you know your product arrives ready to be deployed. We value our customer’s feedback and continually strive to provide the services you need to drive efficiency in your business.
Wi-Fi and data networking • Surveys • Network configuration • Cybersecurity
Training and education • End customer • Administration • Supplier certification courses
VoIP readiness assessments • Testing • Recommendations • Consulting
Value • We have direct access to product inventory
• We work with business partners and distribution sales reps to track shipments, pull licenses, stage/pre-configure products
• We implement and train on UC and call-center solutions from multiple manufacturers
• We offer project management, pre- and post-sale support, design, staging, implementation, and training
• We can escalate product issues and work with manufacturers to solve end-customer problems
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When you establish a relationship with ScanSource, your dedicated Financial Services
analyst’s first objective is gaining a clearer picture of your business. That starts with a
conversation—one that shows you the true value of partnership.
Trade credit limit Our dedicated Financial Services team aims to establish your company’s ScanSource
account with a trade credit limit and interest-free, account-payment terms.
Project-specific financingWe customize financial offerings for specific projects that may exceed your established
trade credit limit. We ask discovery questions to understand the needs of you and your
customers. Armed with this kind of knowledge, ScanSource can be more proactive and
flexible with financial solutions that help expand the overall purchasing power of your
business. Together, we determine the best financial solution.
Escrow agreementEscrows can help mitigate the complexities related to government or multiple-party
transactions. Through one of our established banking partnerships, ScanSource can tailor
an escrow arrangement that accommodates the specific needs of an individual project.
Floor-plan financingSometimes referred to as inventory financing, these programs can help your company
maximize cash flow through extended payment terms and increased credit capacity.
ScanSource offers an array of programs through some of the leading floor-plan finance
companies in the industry.
GuaranteesCross-corporate and personal guarantees can utilize the financial strength of other parties
to support the establishment or enhancement of your company’s trade credit limit.
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FINANCIAL SERVICES
Leasing portalAn automated platform generates competitive lease quotes for your end customers from
the leading leasing companies. This provides a one-stop shop to help you manage all your
leasing opportunities from quote to close.
Letter of creditAn irrevocable, standby letter of credit can enhance your company’s purchasing power
by employing your current bank facility in support of establishing or enhancing your trade
credit limit.
Lockbox arrangementAssignment of proceeds and joint purchase orders are great ways to supplement your
purchasing power by utilizing the financial strength of your customers. Achieve both
through a simple, multi-party, lockbox arrangement.
Security agreementYour company’s assets are used to expand your purchasing power for specific projects,
or to supplement your ongoing purchasing needs. Our Financial Services team will
help determine the right option for your financing needs
Working capitalAccess to working capital is vital for your company’s long-term success. ScanSource
works with several financial partners who may aid in optimizing your cash-flow needs.
Appendix of Industry Acronyms and Terminology*Also see online glossary at webopedia.com
ACD - Automatic call distributor; often works with IVR
ANI - Automatic number identification of the caller’s number
API - Application programming interface
APM - Application performance management
Bandwidth - Maximum rate of data transfer across a given path
Broadband - high-speed internet access; high-speed data transmission
BYOD - Bring your own device; using personal devices (phones and tablets) to execute enterprise applications and access data
CAMP - Cloud application management platform
CCaaS - Contact-Center-as-a-Service
CDN - Content-delivery network
CLOE - Corporate liable, employee owned; employee owns device, but employer is responsible (liable) to pay the monthly service cost
Cloud providers - Amazon Web Services (AWS); Google Cloud platform; IBM Cloud; Microsoft Azure; Oracle; Alibaba (all hyper-scale providers, each with 100s of thousands to millions of servers)
CNIS - Dialed-number identification service; identifies the number being called
Coaxial cable or coax - Electrical cable; woven copper shield; inner-copper-core wire
Co-location - A data-center facility that rents out space (e.g., provides the building, power, cooling, bandwidth, security) to another
Contact center - A communications system; location(s) coordinate all communications between a company and its customers
COPE - Corporate owned personally enabled; the company pays X amount for a device; employee pays balance
CPE - Customer premises equipment; hardware owned by the supplier and placed on customer’s premises
CRM - Customer-relationship management software
CS - Customer success (same as CX, below)
CSAT - Customer-satisfaction score
CSP - Cloud service provider
CTI - Computer telephony integration
CX - Customer experience
CYOD - Choose your own device; similar to BOYD, but customers can only use devices from employers’ approved list
Dark fiber - Fiber that is leased from another provider
DDoS - Distributed denial of service; set of tools/techniques to mitigate the impact of distributed, denial-of-service attacks on a network
DRaaS - Disaster-Recovery-as-a-Service
DSL - Digital subscriber line; 1.5 to 6 mbps, shared data line; uses telephone lines
DTaaS - Desktop-as-a-Service
We look forward to working with you!
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Edge computing - Computing done at/near source of the data, instead of relying on cloud datacenters; reduces latency; increased privacy/security
Ethernet - Wired networking technologies
Hosted - Data or program stored on a computer that is accessed over the internet
Hosted PBX - A private, branch-exchange phone system that is delivered as a hosted service, typically by one of the major telephone companies
HPC - High-performance computing
IaaS - Infrastructure-as-a-Service; cloud-provided server, storage, network hardware, physical computing resources, location, cloud servers, cloud storage, etc.
Internet - A massive network of networks connecting millions of computers and using specific protocols
Internet transit - An indirect (one-to-many) connection; passes through multiple carriers between two internet networks
IoT — Internet of Things; network of physical electronic devices that communicates over the net
ISP — Internet service provider; company that provides services for accessing, using, or participating on the internet
ITaaS — IT-as-a-Service; services, managed services, virtual desktop, helpdesk, disaster recovery
IVR - Interactive voice response; answering machine that routes calls, and in many cases provides info to the caller to solve his/her problem
MAM - Mobile application management
Managed WiFi - Provides internet access to guests, etc., throughout a property; controllers, access points, etc.
MDM - Mobile device management
MMS - Encompasses the IT and process-management services to acquire, provision, and support mobile devices with integrated cellular or wireless connectivity; Gartner created this term
MPLS - Multiprotocol label switching; data-carrying technique for telecom networks; carrier private-internet connection
MRR - Monthly recurring revenue
MSP - Managed services provider
NaaS - Managed SD-WAN; MPL; broadband aggregation
On-premises or on-prem - On-premises hardware
Open API - Application program interface; set of routines, protocols, and tools for building software applications
OpenStack - A free and open-sourced, cloud-computing software platform used to control pools of processing, storage, and networking resources in a data center
PaaS - Platform-as-a-Service; for application development in the cloud
PBX - Private branch exchange; private telephone network; requires switch hardware installed
Peering - Direct (one-to-one) internet data connection between two internet networks
Pots, TDM, PRI - Traditional phone service
PRM - Partner relationship management
RPO - Recovery point objective (how often backup is done)
RTO - Recover time objective (should a disaster occur)
SaaS - Software-as-a-Service; Salesforce, Office 365, etc.
SD-WAN - Software-defined wide-area network; network control done in the cloud
SECaaS - Security-as-a-Service
SIM services - Security information management
SIP - Session initiation protocol; a signaling protocol for internet telephony
SMS - Short message service
Software instance - Single copy of a running program
T1 line - A 1.54 mbps dedicated data line
Tier-1 ISP - Backbone network structure companies of the internet; peers only with other Tier 1s; intercontinental; fiber; don’t pay for internet connectivity
Tier-2 ISP - Peer agreements with Tier 1s; purchase transit from multiple Tier 1s; connects Tier 1 to Tier 3+
Tier-3 ISP - Purchases transit from Tier 2 and sells to end users
Trunking - Large-bandwidth telephone channels between switching centers that handle simultaneous voice and data signals between two points
Twisted pair - Phone-line type; two wires twisted around each other
UCaaS - Unified-Communications-as-a-Service; VOIP; SIP trunking; hosted contact center
UTM - Urchin tracking module; attached to a URL to track marketing campaigns
Virtual desktop - Creates more room/space on your computer screen; cloud-based
VM - Virtual machine
VPN - Virtual private networking; creates a private network over a public network
WEM - Web engagement management
WFM - Work-force management
World Wide Web - HTTP protocol (hypertext transfer protocol) allowing computers to share and transmit data; utilizes browsers like Explorer, Chrome, Firefox to access web documents (web pages) using hyperlinks
Appendix of Industry Acronyms and Terminology
