One of the key roles of a distributor is to bridge the gap between vendor and reseller. ScanSource Communications Europe has been going further, working with reseller partners on opportunities and business development and leveraging vendor channel campaigns. One of the many initiatives that ScanSource has helped push into the channel recently is Avaya’s ‘See Your Customer’s Name in Lights’ incentive, which rewards resellers for submitting a customer reference site.
“Both our field-based business development team and our office-based sales experts are always on hand to work with resellers,” said Jim Robertson, Business Development Director, ScanSource Communications Europe. “Our flexible credit options and vast product inventory give us a strong foundation to fulfil resellers’ needs, so it is very rewarding to see the results for a reseller when a project reaches completion”.
IP Digital, one of ScanSource’s channel partners, successfully submitted a reference for a prestigious hotel in Devon and was rewarded by Avaya through the ‘See Your Customer’s Name in Lights’ incentive. This incentive programme encouraged the Avaya EMEA partner community to submit a pipeline of new customer press releases, case studies and customer logos for an Avaya customer gallery.
“I found out about the incentive through my Account Manager at ScanSource Communications,” explained Paul Murray of IP Digital. “ScanSource has been extremely helpful in supporting me, especially through the quotation stage and with financing the project.”