ScanSource CEO Baur On Finding The Best Intelisys Partners, Early Cloud Wins And A Path Towards IoT

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Baur On The Record

Less than 18 months removed from its Intelisys acquisition, ScanSource is charging into 2018 with a focus on recurring revenue, broadening its line card and helping partners better understand their customers.

The 25-year-old, Greenville, S.C.-based distributor has sunk significant investments into market research and end-user surveys over the past two years, CEO Mike Baur told solution providers gathered at the ScanSource Global Partner Conference, which the company hopes will help partners expand the range of products and services they sell into their existing customer base.

"They say 'you can't screw it up. It's got to be a service or offer I know 100 percent I can trust someone to do,'" Baur told CRN. "Simplify my life and work with a trusted partner. Simplify and trust. Those are the two driving words behind all the things we're going to do in 2018."

In an interview with CRN, Baur discussed how ScanSource is working to help hardware-focused partners shift toward more recurring revenue streams and M&A activity in the distribution space – including Ingram Micro's purchase of POS specialist The Phoenix Group. What follows is an edited excerpt of that conversation.

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