Are You Ready to Double Down on Your Success?

–By Mike McKenney
Our focus at Intelisys has always been providing strategic resources to our Sales Partners to help them reach the highest levels of excellence. The idea for our Strategic Supplier Sales Program was born 18 months ago when we asked, “What can we do together to make transformative changes in our Sales Partners businesses?”
The answer was simple: harness the power of relationships, help our Sales Partners work more strategically with Supplier Partners, and drive maximum and measurable incremental revenue.
Looking back over the last 18 months, the results have been incredible. In 2015, Intelisys paid out $1,382,821 in Spiffs. In 2016 Intelisys paid out $4,875,274 in Spiffs. That’s an increase of nearly $4 million, or 253% in only one year!
How have our Sales Partners achieved so much success? We told our Supplier Partners, “Give them more!”
Supplier resources are limited, and the Strategic Supplier Sales Program allows them to focus incremental resources and prioritize them for the benefit of Sales Partners who are featuring their solutions. The result: maximum sales velocity to help them grow their business. For example, Sales Partners can leverage customized incentive plans and Spiffs based on commitment and performance, on top of current incentives, with no quotas to meet.
Through informative and collaborative meetings, our Sales Partners have access to dedicated personnel resources, as well as inside sales tips and secrets to help boost their close rate. The personal relationships, and executive sponsorship and support on large deals, has strengthened the relationships built through the program.
In turn, Sales Partners are growing their businesses exponentially and are building long-lasting, happy relationships with their end-user customers.
I am excited for what the future holds for our Partners and the channel. The channel is experiencing explosive growth, opening incredible opportunities for our Sales Partners. Intelisys is committed to supporting you, as you double down on your success in 2017.
About the Author
Mike McKenney is the Vice President, Supplier Sales for Intelisys, and is responsible for creating original revenue driving programs for new and existing Supplier Partners in the Intelisys portfolio. If you are interested in learning more about the Strategic Supplier Sales Program, please contact Mike at 916.580.1656 or mmckenney@intelisys.com.
How to Win Big with the Strategic Supplier Sales Program
The Strategic Supplier Sales Program has assisted Sales Partner Dan Passacantilli, President of Blue Front Technology Group, win big deals and leverage existing accounts for additional value. Watch the video to learn how the program can bring outstanding financial benefits to your business.

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Ken Mills

President

Ken Mills serves as President of Intelisys and is committed to driving growth for Intelisys and our partners. As a distinguished technology executive with over two decades of experience, Ken has previously held leadership roles at EPIC iO, Dell Technologies and Cisco, and served as a fellow with the U.S. Department of State. His strategic mindset has been an integral part of launching innovative products and solutions in the fields of AI, IoT, and 5G. Ken is driven by his curiosity and passion for groundbreaking technology and complex problems, and constantly explores new frontiers in the world of technology.

Monica Lutes

Manager, People & Culture, ScanSource, Inc. and Intelisys

As Manager, People & Culture, Monica has worked closely with Intelisys employees and leaders since 2018 and has worked with ScanSource companies since 2016. A Human Resources professional with 11 years of experience encompassing all areas of HR, especially employee relations, recruiting, compliance, and training, Monica approaches her role as Manager, People & Culture from a consultative perspective. Her goal is to provide advice and guidance to leaders so they can focus on growing the best teams for the business while also supporting employees’ goals.

Ansley Hoke

SVP Marketing, ScanSource, Inc. and Intelisys

Ansley Hoke is the Senior Vice President of Marketing at ScanSource, Inc., a role she has held since 2019, and extended her leadership to include Intelisys in 2023. She joined the company in 2001, serving in merchandising leadership roles for ScanSource POS and Barcode, including acting Vice President of Merchandising and then later VP of Merchandising for ScanSource Catalyst and overall VP of ScanSource Catalyst. She oversaw sales, supplier relations, and services. Known for her pivotal role in creating effective marketing strategies, Ansley has been integral in driving demand, enhancing partner programs, and significantly contributing to the company’s revenue growth and channel relationships.

Mike Baur

CEO of ScanSource, Inc. and Interim President of Intelisys

Mike Baur serves as Chairman and Chief Executive Officer at ScanSource. Mike has served as the Company’s President or CEO since its inception, as a director since December 1995, and as Chairman of the Board since February 2019. Mike has developed a deep institutional knowledge and perspective regarding ScanSource’s strengths, challenges and opportunities. He has more than 30 years of experience in the IT industry, having served in various leadership and senior management roles in the technology and distribution industries before joining ScanSource. Mike brings strong leadership, entrepreneurial, business building and development skills and experience to the Board.

Stephanie Bouras

Regional Vice President, Southeast

Driven by a partner-first philosophy and a passion for innovation, Bouras embodies a leadership style that’s both compassionate and data-driven. As the Regional Vice President, Southeast, at Intelisys, she’s leveraged her extensive marketing and sales experience to propel her team to new heights. A firm believer in aligning herself with her partners, she sees herself as a collaborator and an integral part of their business. This perspective has allowed her to forge deep connections and drive success. A Florida native, Stephanie’s attention to detail and unwavering commitment to her partners have been key factors in her success.

Michael Raspanti

Regional Vice President, Northeast

Michael joined Intelisys in June of 2020, as a long-time channel veteran. He is responsible for leading the Northeast Region, helping continue the tremendous momentum in one of our strongest markets while also recruiting new up and coming partners that will be the growth engine of our future success.

Kristy Thomas

Vice President, Partner Experience and Enablement

Thomas is responsible for Sales Partner enablement and education for all our technology segments, including CX, managed security, mobility, and connectivity. With over 20 years of executive background in telephony, UCaaS, CCaaS and Cloud services, Kristy enables her customers to think broader and deeper as she guides them through their decision journey. Some of the biggest deals in the channel have become a reality thanks to the expertise and humble excellence Kristy brings to her client’s projects.