A View of ScanSource
ScanSource acquired the largest master agency at the time, Intelysis, in 2016 for $84M plus earn out. (Revenue then was $120M.) All the principals are now gone. Many of the […]
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Are SPIFFs Necessary?
In the indirect channel, there is a frequent debate about MDF and SPIFF. MDF is the marketing funds that vendors give partners for events, advertising, lead gen, collateral printing or
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Who’s Winning?
Charter’s CEO says that customers “reached an average of about 700 GB per month. He added nearly 20% of its non-video internet customers are now using a terabyte or more
What Consolidation Means to the (Sub) Agent
In this Channel Futures article, a few good points were made. One point that gets made twice is that the bigger, “new improved” master agencies will offer more tools for
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Predictions: Channel Dying (Still)
I think since the keynote in Boston in 2015, every pundit has predicted the demise of the channel partner. Some day they may be right. I can see why the
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The (Sales) Conversation
When a prospect calls you to say that they are replacing their PBX, that sets the stage for a conversation. Most of those conversations will be about a cloud PBX
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