ScanSource Uses Partner-Matching Tool to Facilitate Cross-Border Roll-Out Projects

Distributor ScanSource Europe has seen the success of its partner-matching tool SUMO in the facilitation of multi-country deals, providing solutions for large multinational corporations that otherwise resellers may not be in a position to fulfil.

SUMO is an international online partner-matching tool comprised of the key types of businesses in the specialty technology space: hardware manufacturers, ISVs, and resellers. Through SUMO, resellers can extend their reach by finding partners in other technologies and geographies, enabling them to be more competitive and strengthen their product offering.

ScanSource launched the international tool in 2010 with the key aim of allowing resellers to find a solution quickly and easily, helping gain business they may have previously passed up. As more and more resellers, ISVs and solution providers sign up for SUMO, the likelihood of being able to find a viable partner increases, with current registration figures standing at 1,500 solution providers and over 3,000 users.

“A key example of how SUMO has helped resellers comes in the form of a deal a French reseller had that involved sending a large quantity of handheld terminals to Russia for the global roll-out of a new inventory management solution for a large multinational manufacturer,” said Phil Boyd, Director of Partner Services, ScanSource Europe.

“With no local base in Russia, no experience of Russian customs and administrative procedures, and no knowledge of the local language, our reseller needed to find a partner in Russia who could assist with and support this project. They used SUMO to find a suitable partner: Russia-based, expertise in selling Motorola products and a trusted partner of ScanSource Europe. The partner selected was R-ID.”

“We are a Motorola Premium Partner and were already well known to ScanSource, having attended several partner events,” said Viktor Karev, Commercial Director, R-ID. “We also have a similar profile to the French reseller so it was a good match. ScanSource delivered the terminals to us, after customising them at their Configuration Centre by loading our French partner’s software before shipping. We then took care of importing, delivering and installing the units at the end-customer’s premises. Ultimately, SUMO enabled us to be found by our partners in France and to help them fulfil their global commitments.”

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