| ScanSource
Partner Conference Kicks Off |
|
| September
14, 2009 |
On Monday, September
14, ScanSource's Partner Conference kicked off in Savannah, GA. One of
the trends of the show that's immediately apparant is social
networking. It's obvious ScanSource is a strong believer in social
networking. Indeed, if you're sitting back at the office wondering what
you're missing, the value-added distributor is using a variety of
mediums to spread content created at the show. Videos taken at the
event are being uploaded to YouTube (http://www.youtube.com/user/scansource)
and cross-promoted on ScanSource's
Facebook page and its Twitter
account. ScanSource also is posting photos from the event on its Flickr
page. Of course, it's not just ScanSource using social
media here at the event. Twitter users, including Business
Solutions magazine, are using the hashtag #sspc09 to Tweet
about all things Partner Conference.
From some of the conversations I've had with ScanSource insiders,
Tuesday promises to be one of the most interesting days I may ever have
at a conference. Looking forward to what's to come. I'll keep you
posted throughout the day.
|
|
| Motorola
Talks Opportunity |
|
| September
17, 2009 |
During the ScanSource
Partner Conference in Savannah, GA, I had the opportunity to chat with
Janet Schijns, VP of worldwide channels, distribution, and alliances
for Motorola's Enterprise Mobility Division and Mark Kroh, VP of
Channel, North America for Motorola Enterprise Mobility. The duo
explained that one of Motorola's goals for the rest of 2009 and into
2010 is to help its channel partners enter new markets and do better in
verticals such as education, healthcare, and government.
Like other manufacturers and distributors, Motorola has assembled a
team to help VARs navigate the complexities of the government stimulus
package. I asked Schijns how realistic it is for a VAR with no
government experience to get involved. Her answer? Assuming a VAR or
ISV has a unique value proposition, with a little guidance a VAR/ISV
could be doing business with the government within 90 days. Of course,
the sales cycle is often quite long in the government space, often
reaching 12 months. Kroh adds that municipalities are begging for
technology solutions right now, and simply need help writing grants and
understanding how to fulfill the technical requirements. That's where
you come in. If you aren't pursuing these opportunities, your
competition most likely is. Call your manufacturer and distributor
partners to learn how you might be able to increase your sales in the
government space (and other verticals such as education and healthcare
that have a reputation for being difficult to break into).
Additionally, Schijns has good advice concerning the economy. "Now is
the time to take action," she says. "There are good talented people in
the marketplace looking for work. In addition, you can negotiate and
lock in great deals on office space, supplies, marketing, and more to
position your company to be in a great place when business takes off
again."
Finally, Schijns says this regarding the economy: "Don't use the
economy as the reason for your company doing poorly unless you're
willing to use the say the economy is the reason your company has done
well over the years." It wasn't just a good econnomy that led to your
company being successful; it was your hard work and dedication. It's
the same hard work and dedication that will see you through the economy.
|
|
| Yelton
Cautions VARs On Two Trends |
|
| September
17, 2009 |
During Jeff Yelton's,
president of the POS and Barcoding Division of ScanSource, general
session speech at the VAD's Partner Conference in Savannah, GA, Yelton
spoke to a variety of trends in the marketplace. I followed up his
speech with an interview where we talked in greater detail on a couple
points of particular interest to the POS community. The first has to do
with the virtualization of POS software. This is important because it
marks a shift away from the way most VARs are doing business. Indeed,
moving POS software from an all-in-one touch computer to the cloud
requires significantly thinner hardware. In short, if you think
hardware margins were slim now, wait until you're selling what could
amount to a monitor and keyboard. Yelton feels the threat goes beyond
smaller sales. By simplifying the hardware needed to run a POS system,
it becomes a lot easier for a networking VAR to encroach on your
business. Yelton's advice? POS VARs should strike first by educating
themselves on how they can steal market share from networking VARs.
Yelton also thinks the industry needs to address the issue of used
equipment. Specifically, with the number of businesses that have shut
their doors (Circuit City alone dumped quite a few barely used
terminals on the market), there are tens if not hundreds of thousands
of used POS terminals and peripherals waiting to be sold. Yelton
doesn't have an immediate answer to this dilemma, but says he's been in
discussions on how to handle the situation in a way VARs can benefit.
|
|
|
