Scansource acquires Intelisys
American POS, network and telecom VAD ScanSource has unveiled a definitive agreement to acquire Intelisys Communications, a distributor of business telecommunications and cloud services. With 2015 gross commissions of €108m, Intelisys distributes services for the main telecom carriers, cable companies, cloud services providers and technology partners through channel sales partners. ScanSource thus broadens its capabilities by entering the telecom and cloud services market with the acquisition of Intelisys. In the United States, small and medium-sized businesses spend an estimated €135B on telecom services. Approximately 10% of this market is currently served by the indirect channel, creating a large and growing addressable channel market for Intelisys and its sales partners. In addition, the market dynamics favor Intelisys' two-tier services-based business model with an expected growth of business opportunities for the indirect channel. With this acquisition, Intelisys' sales partners are better positioned to capture this benefit and have the potential to grow faster than the market. Craig Schlagbaum, Vice President of Indirect Channels for Comcast Business, added, "This next transformation of the channel is clear evidence of evolving end-user needs, as we begin to see the bundling of hardware and software with network and cloud. As our largest ‘Master Agent’ partner, Intelisys has been instrumental in helping Comcast Business build a scalable channel. With the combined strength of Intelisys and ScanSource, we expect outstanding customer and partner opportunities to result from bridging these two channels."
Intelisys provides agents and value-added resellers (VARs) with an extensive portfolio of services, support and enablement tools to sell cloud and connectivity services. The acquisition accelerates Intelisys’ ability to extend this successful model to the ScanSource VAR community. ScanSource VARs will gain access to Intelisys' robust portfolio of carefully selected, highest-quality connectivity and cloud services offerings, as well as the tools and platforms that help partners build recurring revenue streams.
Under the agreement, the all-cash transaction includes an initial purchase price of approximately €75.4m, plus earn-out payments based on earnings before interest expense, taxes, depreciation and amortization (EBITDA) over the next four years. Intelisys has demonstrated double-digit growth of net revenues and EBITDA, which is projected to continue during the four-year earn-out period. For the first full year after closing, Intelisys’ net revenues, which reflect gross commissions less payments to sub-agents, are estimated to total over €30.7m with a 45% to 50% estimated EBITDA margin.
"Intelisys is unmatched in the master agency space, and their two-tier model is an ideal fit with our culture and way of doing business. We are entering a high-growth, recurring revenue business that is complementary to our current business and represents a compelling opportunity for our VARs", said Mike Baur, CEO, ScanSource. "Since our founding nearly 25 years ago, ScanSource has effectively taken complex market opportunities and created avenues for customers to be successful. Acquiring Intelisys and their immense expertise and talent will be instrumental in helping our combined sales and supplier channels build on that success."
Founded in 1994 and based in Petaluma, California, Intelisys operates in the United States and has approximately 120 employees, more than 130 supplier partners, and over 2,400 sales partners. Last year, Intelisys was named one of the Best Entrepreneurial Companies in America by Entrepreneur Magazine for its growth, sustainability and ability to achieve lasting success. The experienced Intelisys management team will remain in place, including Co-Founders Rick Dellar and Rick Sheldon, and Co-Owner Dana Topping. Jay Bradley will continue to serve as President of Intelisys, and his senior leadership team will also remain in place. Upon completion of the transaction, Intelisys employees will join the Worldwide Communications and Services segment of ScanSource. "Intelisys' driving mission has always been to enable the growth and success of our sales partners. ScanSource shares that same set of core values. Our commitment will only be strengthened as we become part of the ScanSource team", said Rick Sheldon, Co-Founder of Intelisys. "This is an exciting time for the channel as VARs and telecom agents converge. Together, we believe ScanSource and Intelisys will become the ultimate channel company as we offer an unparalleled experience in the cloud and telecom space, including fully connected solutions for our partners."/p>
The acquisition is expected to close in the quarter ending September 30, 2016, subject to the satisfaction of customary closing conditions and receipt of regulatory approvals. Prior to the close, ScanSource and Intelisys will continue to operate as independent companies.
AIDC and POS specialist ScanSource POS and Barcode (which owns offices in Belgium, France, Germany, Italy, the Netherlands, Poland, Spain and the United Kingdom) has hosted its 2016 ScanSource Partner Conference in Malta in early June. The annual conference brought together nearly 200 attendees, including ScanSource executives, vendor and reseller partners in a unique, forward-looking industry event. The conference, sponsored by Zebra, Honeywell and Datalogic, gathered channel experts for three days of networking with the aim of fostering industry dialogue around current and future trends. Taking place in sunny Valletta, guests had the chance to enjoy the Maltese views with a guided tour of the city or a boat cruise around Valletta Grand Harbour.
The agenda featured a series of sessions discussing new trends and key developments in fundamental industry software, with a particular focus on the challenges and opportunities around the Internet of Things. Attendees also engaged in a dynamic vendor panel discussion led by the conference sponsors, who shared best practices and insight for resellers looking to grow their business.
Speaking at the event, ScanSource POS and Barcode Europe's President, Maurice Van Rijn, provided an update on the company's latest services and tools, and the continued efforts to enhance existing tools, such as Showpad and PartnerPAD. Van Rijn also emphasized the importance of the continued investment in training and support offerings for resellers. He concluded, "last but not least, ScanSource's people are the most important thing to us. Employees who are highly qualified and dedicated to service are what makes us different from our competitors."
ScanSource provided an overview of its enhanced sales structure with the appointment of five regional sales directors for its Europe business. The regional sales director has responsibility for the leadership of the region including the inside sales team and business development representatives, so that resellers have convenient access to trusted advisors and partners that can help them focus on their specific region and growth strategies. Frank Willemse will serve as the regional sales director for Benelux and the Nordics; Darren Pitt for the UK; Viktoria Zelenska for Eastern Europe; Thibaut Delberghe for Southern Europe; and Petra Schnitzspahn for the DACH region. All sales directors will report to Richard Gregoire, vice president of sales, ScanSource POS and Barcode, Europe.
SATO, a provider of Auto-ID solutions that empower workforces and streamline operations, has signed an agreement with AIDC and POS specialist ScanSource to provide resellers across Europe with complete value-added automatic identification and data capture (AIDC) and point-of-sale (POS) solutions.
"We are committed to supporting the channel, and this new partnership will enable us to expand our reach to resellers throughout Europe, providing them with access to the full line of innovative SATO barcode printer solutions", commented Neil Batchelor, General Manager, SATO Europe. "To safeguard the interests of our customers, SATO's high standards dictate that the product range must be supported by experienced and knowledgeable sales and technical teams and we feel that ScanSource is a trusted partner that possesses these strengths."
SATO barcode printers will be available from the ScanSource POS and Barcode unit, which provides AIDC and POS solutions to the reseller community through its teams in Belgium, France, Germany, Italy, the Netherlands, Spain and the United Kingdom.
"SATO has an extensive history of providing innovative solutions that enhance users' business efficiency", said Marcus Ollenbuttel, Vice President of Merchandising, ScanSource POS and Barcode, Europe. "They have long been a partner of ScanSource in the United States, and we are pleased to now be offering these solutions to our reseller partners in Europe."
Advantech-DLoG, a vehicle-mounted terminal vendor, had unveiled a new relationship with AIDC/POS specialist ScanSource POS and Barcode. This new collaboration further strengthens Advantech-DLoGs Distribution network within Europe through ScanSource offices in Belgium, France, Germany, Italy, the Netherlands, Spain and the United Kingdom, offering all reseller partners access to the vehicle-mounted terminals and ubiquitous touch computers backed by ScanSource's logistics, technical support and services in a one-stop-shop approach.
Advantech-DLoG has always been an innovator in the development of high-quality, high-performance computing platforms and cooperates closely with its partners. As worldwide leader in providing trusted innovative embedded and automation product solutions, Advantech-DLoG offers a comprehensive range of high-quality, high-performance industrial computers for intralogistics and warehousing. In addition to this Advantech-DLoG offers ubiquitous touch computer (UTC) systems. These are used not only in retail but also in hospitality, public space & services, healthcare and industrial automation. The possibility to customize any UTC with a series of peripherals like a camera module, magnet stripe & RFID reader, a smart card reader or 1D & 2D barcode scanners makes them fit to serve any need at the POS.
With pressure from deadlines, error-free stock management and high order volumes, the challenges in logistics are growing. Smooth business processes are the key to success. The distribution of goods in retail, for example, requires complete transparency at all times – from delivery, stock requests, order picking and loading, through to distribution to individual markets. Reliable, fail-safe industrial computers from Advantech-DLoG ensure smooth communications and efficient processes through the entire supply chain. Be it in the icy temperatures of a deep-freeze store or in strong sunlight, the terminals of Advantech-DLoG can be used from -30 °C to +50 °C and run flawlessly even in rapidly changing temperatures.
ScanSource POS and Barcode will further strengthen Advantech-DLoG's distribution network within Europe. ScanSource is specialized in helping resellers succeed in developing business within automatic data collection, mobile solutions and point-of-sale. With a complete selection of products from the main vendors of automatic data collection, mobile solutions and EPoS, ScanSource offers access to products with complete logistics, fast delivery and one-stop-shopping, wrapped with the value-added services that can help resellers be successful and meet their end-user's needs
"Information technology plays a constantly growing role in the design of logistical and industrial processes that save resources and optimize costs", said Maurice Van Rijn, President POS and Barcode Europe. "Advantech-DLoG serves this market as a leading supplier of innovative products. We are happy to support them in distributing their solutions in Europe."
"In order to provide the service that our customers demand, we continue to build on a World Class network of partners established over many years. Integrators, service providers, consultancy companies, technology partners, software providers and our colleagues in local companies throughout the world support our range of services and our quality standards", said Michael Kreft, Head of Global Sales at Advantech-DLoG. "ScanSource as our newest strategic partner plays a key role within this network and the further development. They provide excellent services for vendors and reseller, add important values to our offering, and we are really looking forward to work with them."
Multispecialist ScanSource has enhanced its management structure for its Communications and POS and Barcode business units in Europe to further support the growth of the Company, while also leveraging the strengths of its executive leadership. Ian Vickerage has been named President of ScanSource Communications, Europe, where he will lead all of ScanSource's Communications operations throughout Europe (namely in Belgium, France, Germany and the United Kingdom. Mr. Vickerage previously served as Managing Director of Imago, a video and voice communications VAD which he founded and ScanSource acquired in 2014. Mr. Vickerage also serves as Managing Director of Imago ScanSource. Rudy De Meirsman will continue as Managing Director of ScanSource Communications. Mr. De Meirsman has served as Managing Director since 2013 and will continue to lead the strategic direction of the Communications business throughout Europe.
"We are very excited to be able to build on the successful acquisition of Imago, as it enables us to realign our business and better focus our efforts, so that we can best serve our reseller customers and vendor partners," said Mike Ferney, president, Worldwide Communications and Services, ScanSource, Inc. "The dedicated leadership, sales, merchandising, and technical support teams in each region underscores our commitment to our partners' success."
Maurice Van Rijn has been named President of ScanSource POS and Barcode, Europe (namely, for Belgium, France, Germany, Italy, the Netherlands, Spain and the United Kingdom, where he will continue to provide strategic leadership to the Company's pan-European POS and Barcode business. Mr. Van Rijn has been with ScanSource since 2002 and most recently served as Managing Director of ScanSource POS and Barcode in Europe. Prior to that, he served as Sales Director for the Company. Mr. Van Rijn has been instrumental to the continued growth of the Company throughout Europe.
"Maurice has been with ScanSource since we entered Europe in 2002 and has played an important role in helping ScanSource to become the leading point-of-sale and barcode distributor in the region," said Buck Baker, president, Worldwide Barcode and Security. "He knows the market and our industry and will serve ScanSource well as we continue to grow and look to help our resellers uncover new opportunities."
ScanSource POS and Barcode Deutschland
ScanSource POS and Barcode Deutschland
Consejero delegado :
Sr. Glen Baker
Año de creación : 2002
Cables y conectica
Telefonía (analógica, RDSI, móvil)
Terminales de venta e identificación industrial
Servicios de valor añadido