Buck baker scan source communications 2011 north america partner conference

Intellectual Property

All materials from this deck are confidential and for intended use only* and cannot be distributed outside this use without prior written consent of ScanSource.

* Copyright © 2011. All Rights Reserved. Unless expressly authorized in writing by the copyright owner, any copying, reproduction, exhibition, export, distribution or other use of this product or any part of it is strictly prohibited. External sources and external trademarks are the property of the referenced sources.

ScanSource, Inc. Confidential

Buck BakerPresident

ScanSource Communications

Catalyst Telecom Confidential

We Look Up To You Every Day!


2011: State of ScanSource Communications

• 2011 better than 2010 – FY 2011 sales increased 24%• Average inventory – increased 48% over FY 2010• Investment in people – 25% increase in sales, business

development, merchandising and technical services• UC focus continues to pay off for SSC and our resellers• Signed ShoreTel for core product distribution in

North America• Polycom’s 2011 North America & Global Distributor

of the Year


Kim CrawfordManager, BDM

7 BDMs

Kyle DeWitt Team Lead, Technical

Support6 Technical Engineers

Kelly Oliver Manager, Sales(SC)

13 AMs

Yvette McKenzieVice President, Merchandising

Our 2012 OrganizationBuck BakerPresident

Brian Cuppett Vice President, Sales

Karen Burton, Sales Operations

Christie Hamberis, Director, Merchandising

8 Product Managers

Tracey Boucher, Director, Merchandising

8 Product Managers

Matt Brungardt Team Lead, Technical

Engineering

Amy Krueger Manager, Sales(KS)

15 AMs

Jason McKanna Manager, Sales(KS)

5 Sales Reps

Rich ColeTeam Lead, Video

Technical Support(KS) 5 Technical Engineers

An 80 person team supporting you!


Travis R McConkey

Should this be aligned with the rest of the column?

This Is How We Do ItA dedicated support team ready to work for you

through people, programs, tools and services


Flawless Execution Is Key

• Same-Day Shipping (up to 8pm EST)• All products ship from Southaven, MS - 99.79% accuracy rate - Configured orders ship within 24-48 hours• 600,000+ square feet | 255 million+ inventory• 5,000 packages shipped daily

• 30,000-square-foot Custom Configuration Center• SIP/IP Phone Provisioning

• Remote Implementation Review

• Remote Programming

• Print Labels and Programming Documents to Ship with Hardware

• Repackaged in Original Boxes and Shipped to Customer


Financial Services Fit For Our KingsTRADE CREDIT

• Net Terms Available

• Application Review Within 24 Hours

• First Order, Same-Day Shipping

LEASING

• Variety of Companies for Any Size Opportunity

• Options that can Expand Reseller Credit Availability

INVENTORY FINANCING

• Flooring Accounts

SSC Completed a 3-part Web Series: Financing UC Opportunities in Q3


• Vendor and Industry-Certified System Engineers• Pre-Sale and Tier 1 & Tier 2 Post-Sale Support• Video Test Sites Available 24/7• State-of-the-Art Unified Communications Lab• 3-1 Ratio of Sales Reps to Technicians• Consistent Achievement of High Customer

Satisfaction • Average of 93% Deflection Rate Across Vendor Partners • Technical Lab for Problem Resolution and

Interoperability Testing

Technical Services Fit For Our Kings

Sean SparacioTechnical Support

Analyst

Rich ColeTeam Leader Technical Services


Marketing Services Fit For Our Kings

General Marketing

• Strategic Marketing Plan• Brand Development and Custom Marketing • Telemarketing• Customer Testimonial Videos• Lead Generation, Press Releases, Case Studies

Online Marketing

• Social Media and SEO• Web Development • E-mails & Landing Pages

Events

• Event and Tradeshow Planning• Partner Branded Web Seminars


2011 UC Strategy

UNIFIED COMMUNICATIONSSMB Enterprise Public

SectorRESELLER PARTNERS

A/V Integrators | DMRs | Data VARs | Service Providers | Telephony Resellers

ScanSource Communications Manufacturers

ScanSource Communications Value-Added Services Education/ Training/ University

of SSC

Professional

Services/ Total

Coverage

SUMO Community

Command

Central


2011 UC Training/Education ProgramScanSource, Inc. Confidential

Travis R McConkey

This logo is getting hidden by the graphics - might need to adjust the alignment on some of those?

We Work How You Work!• Our exclusive Polycom promo running

October 1, 2011 to September 30, 2012. • Quarterly prizes: Vote on demo equipment

and participate in a quarterly random drawing.• Grand prize: Vote each quarter on specific

components of the trip: location, restaurant, activity, etc. Resellers have to qualify for the promo and earn entries to win. There will be 6 random Grand Prize winners.

• Resellers who register win a $25 gift card (while supplies last)

• Visit the Polycom booth during the EXPO to register and win!

www.weworkhowyouwork.com


http://www.weworkhowyouwork.com/

Community/Blogs/Social Networks

Free online sales training and education series: Prospecting &

Qualifying Value Selling Negotiation

thesource.scansource.com

#kingconf11


http://thesource.scansource.com/

Are YOU Satisfied with us?114 reseller respondents - August 2011 satisfaction survey

What is most important to you in working with us?1. Product Availability2. Efficient Delivery3. Knowledgeable Sales Reps4. Technical Support

Rate the quality of these services delivered by ScanSource.5. Product Availability Score of - 97% Very Good to Excellent6. Efficient Delivery Score of - 95% Very Good to Excellent7. Knowledgeable Sales Reps Score of - 89% Very Good to Excellent8. Technical Support Score of - 81% Very Good to Excellent


HousekeepingTotal Coverage – Survey ResultsBoston Research Group, August 2011For the Service Period May 2010 – April 2011

“ScanSource Communications is clearly a very strong and valued Polycom Channel Partner with 100% overall customer satisfaction …” ScanSource achieved strong satisfaction ratings across all service and support areas.

Customer Comments:

“THEY TREAT US VERY WELL. THEY ARE PROMPT TO RETURN OUR PHONE CALLS AND GET THE PROBLEM FIXED. THEY ARE EXTREMELY FAST.”

“I THINK THEY DO A FINE JOB, AND I AM SATISFIED WITH THEM. THEY ARE OUR SOURCE FOR POLYCOM PRODUCTS.”


2012: What’s Next?

1. Continue the push in Unified Communications education and marketing

2. Invest in tools to make it easier to do business with usCommand Central, SUMO, The Source,Service Renewals

3. Additional complimentary vendor partnerships 4. Additional branded services through Total Coverage5. Invest in infrastructure - people


Get Involved NOW!• Win one of three $5,000 partner marketing programs – EXPO• Sign up for our Technology Solution Guides – EXPO• Go Mobile at the EXPO and earn points!

1. NOW: Visit www.kingconf11.com – add to mobile home screen2. EXPO: Log in and enter codes received at each booth3. Chances to win $100/$200/$300 VISA rewards (must be present to win)

• Win cash during the Thursday Break Outs1. Sign the attendance sheet at sessions you attend2. Chances to win $100/$200/$300 VISA rewards (must be present to win)


http://www.kingconf11.com/

Thank YouVendor Sponsors


Business

Buck baker scan source communications 2011 north america partner conference