TEM: How We Can Help You Sell It

If you are just now discovering this blog series, you can catch up by reading part one HERE. If you already read part one, keep going!

Appealing to a FinOps Team: Using TEM Expertise

You can be integral to the financial operations, or FinOps, conversation. With the convergence of ITAM and FinOps frameworks, you can drive cloud optimization and secure compliance by offering TEM services.

What is FinOps?

FinOps is like being the coach of a soccer team. Just as a coach plans the game’s strategy, FinOps involves planning how money will be spent and earned, making sure the business doesn’t spend more than it makes. The coach makes sure every player knows their position and plays it well.

In FinOps, this means making sure money is being used efficiently, and everyone in the company knows their financial role. A good coach changes the game plan if something unexpected happens, and similarly, FinOps adjusts financial plans if the business environment changes.

Just like following the rules in soccer, FinOps ensures that the company follows all financial laws and regulations. So, FinOps is like being the coach of your company’s financial team, planning the strategy, coordinating the players, adapting to changes, and playing by the rules, all to win the game of business.

Building Trust with Your Customers: A Seven-Step Guide

The process below is a best practice for establishing your TEM expertise, but in reality, it’s likely applicable for selling any technology solution that improves resource optimization, tracks expenditures, and identifies efficiency opportunities.

  1. Understand Your Customer: Know their challenges and needs to introduce TEM effectively
  2. Offer an Audit: Provide granular details about inventory to make a strong TEM proposition
  3. Find the Best TEM Supplier: Choose one that suits the customer’s size and technology needs
  4. Ensure Smooth Connection: Act as a quarterback to guarantee a painless experience
  5. Facilitate the Audit: Be on standby to answer questions and facilitate the process
  6. Present the TEM Proposal: Detail potential savings and cost-effective changes
  7. Implement the Proposal: Know your customer’s tech landscape to provide additional services like SASE solutions

Don’t Go It Alone: We Want to Help

We are ready to provide all the scripts, templates, training, and support you need. In the face of changing telecom challenges, you have a golden opportunity to use TEM as a solution. Building trust and appealing to FinOps teams is a pathway to success. Connect with our Solutions Engineers at 833.562.1076 or email them at SE.Help@scansource.com. Embark on this journey towards greater revenue efficiency.

Interested in furthering your learning? Enroll in our TEM course today.

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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.