ScanSource builds Avaya enterprise credentials

Distributor looks to help SMB comms VARs cash in on vendor's high-end wares

Distributor ScanSource Communications is looking to show off its enterprise credentials by helping Avaya VARs make a splash with the vendor's new-found data technology.

Avaya's acquisition of Nortel gave it a high-end networking proposition, which was recently fully integrated into its portfolio. Unlike Avaya's other distributors – Westcon, Avnet and TDAzlan, which all have long-standing comms and networking operations – ScanSource Europe comes from a staunchly comms-focused background.

UK sales manager Kim Jennings told ChannelWeb that the distributor will be throwing its weight behind the high-end technology and helping telephony VARs make the move upstream.

"We have put a lot of focus and resources behind introducing these technologies to our existing Avaya partners," she said. "[Resellers] see it as new revenue streams and as an opportunity by branching into the data side. They are also protecting their customers from data resellers coming in."

Last year ScanSource centralised its European logistics and warehousing operations to Liege, Belgium,which garnered a mixed reaction from the channel. Merchandising director Gregory Genart claimed the move has been beneficial, adding that competitors also sought to cause unrest when ScanSource undertook the same exercise for its EPOS sales several years ago.

"It gives us more strength and scalability," he added.

Jennings claimed that helping VARs take advantage of cross-border contracts is another top priority. The distributor recently introduced its SUMO platform across Europe. The tool allows resellers to find peers in other countries with which they can collaborate.

"We are more and more being asked to help with opportunities in the US and throughout Europe," said Jennings. "We are able to offer a seamless handover."