Greg Dixon, C.T.O. & Technology Evangelist at ScanSource
Infor Channel – What is the main challenge of technology reseller for 2018, facing the current scenario of digital convergence and cyberattacks?
Greg Dixon – In 2018, resellers will need to ensure the highest level of security for their customers’ solutions, while also effectively managing networks. This provides a good opportunity for resellers to work with their customers in a holistic manner, so that they can provide total solutions, while taking security needs into consideration. In addition, as end users become more technologically savvy, it will be important for resellers to provide the best possible support and services to maintain strong, trusted relationships with their customers.
IC – What are the major changes that must occur in the IT market by 2020 that are already impacting business right now?
GD – We continue to see software and solutions moving from Cap Ex to Op Ex via cloud delivery, and we are also seeing growth in the SaaS business model with just about everything having an as-a-Service component to it.
IC – What is your strategy to act as a Value Added Distributer (VAD)?
GD – At ScanSource, we pride ourselves on being a trusted advisor to our partners. To do this, we will continue to listen to and understand our customers and their needs, and even more so, ensure we are helping our customers meet the demands of their end-user customers. We will also continue to provide total solutions, and offer best-in-class services and support.
IC – What is the best way to position offer, as a solution composed of services and products and gain attention from the manufacturer/IT developer to be your partner?
GD – It’s important to work with the industry’s leading manufacturers, but to also effectively listen to the needs of the reseller to ensure that they are able to provide the total solution to the end user. This includes educating the customer on all components of the total solution, such as hardware, software, services, connectivity and payments, among others.
IC – Customers are increasingly interested in joining the SAAS model. How did the resellers solve the portfolio of offers in the US? How did your company defined its portfolio?
GD – Resellers can leverage the SaaS model to expand their recurring revenue streams. We help our reseller partners navigate the waters as they make this business model move, and provide support for them to fully understand how to be successful with this new focus.
IC – What is the main value that IT distributors can add to Cloud Computing solution integration companies?
GD – Providing education and trainings on relevant technologies and solutions is instrumental in providing value. For ScanSource, our goal is to provide solutions in the manner that resellers want to consume them – be it cloud, premise or a hybrid.
IC – After the global attacks caused by malware such as Petya and WannaCry, was it possible to see a greater demand for information security solutions? In your opinion, what did the attacks teach about safety for your customers?
GD – Due to the state of the world, the overall security market will continue to increase in importance. As a result, customers will likely have larger budgets for security solutions. Security is a vital part of a customer’s total solution, now more than ever.
IC – How should a team be built within the distributor to take care of a value line that sells solution and not volume of items? What are the qualifications and job positions should be considered in the sales team?
GD – We believe that there is a growing value in selling solutions versus selling products. We have built our teams to cultivate relationships with customers in order to understand their needs and deliver total solutions. At ScanSource, we have technology experts and highly qualified sales and merchandising teams trained to provide the best services and support to meet our customers’ needs.
IC – What are the key critical success factors for developing and maintaining a successful partnership with manufacturers?
GD – It’s important for distributors to have successful partnerships with both manufacturers and resellers. Understanding the needs of resellers and their end users, in turn, helps to create demand for manufacturers.