--- title: "The Hardware Opportunity – Intelisys The Hardware Opportunity" canonicalUrl: "https://intelisys.com/the-hardware-opportunity/" excerpt: "The Hardware Opportunity By Michael Sterl, Senior Vice President of Partner Success The formula for Hybrid IT Distribution is simple. Hardware + SaaS + Services.  We believe this is where the puck is going and it’s the reason why we’re evolving the traditional linear model of technology distribution by proactively connecting the dots and offering […]" metaDescription: "Every time you log in to MyIntelisys, you gain insider access to important customer and Supplier details that enable you to seize your moment whenever there’s a chance to expand your sales." datePublished: "2022-05-12T21:06:27-04:00" dateModified: "2025-03-03T12:47:19-05:00" --- - The Hardware Opportunity – Intelisys The Hardware Opportunity ** # The Hardware Opportunity * May 12, 2022 ![](https://intelisys.com/wp-content/uploads/2022/05/Header_1200x300-3-1024x252.png) The Hardware Opportunity** By Michael Sterl, Senior Vice President of Partner Success The formula for Hybrid IT Distribution is simple. Hardware + SaaS + Services.  We believe this is where the puck is going and it’s the reason why we’re evolving the traditional linear model of technology distribution by proactively connecting the dots and offering unprecedented access to hardware, software, connectivity and cloud services solutions.  But we’re not doing our jobs if you are closing deals for cloud-based solutions, only to miss out on the opportunity to earn commission on the associated hardware purchase.  Yes, we don’t want you to walk away from a single deal. But even more important than that, we want you to be the first point of contact for **anything*** your customer may need.  ***Focus On the Opportunity, Not the Margin*** The advisor that can link hardware, SaaS and services is the one that’s going to get the first call from a customer.  You are in the business of identifying the opportunity for a solution to solve a business challenge. Devices, fixed services, cloud, SaaS applications, all of these added together is where the puck is going. The advisor that can build solutions inclusive of all is the advisor that’s going to get that first call.  Conventional wisdom has us conditioned to focus on widget itself. We need to approach the hardware conversation differently and instead focus on it being the comprehensive solution to the challenge. Regardless of the margins, the simple fact is hardware complements cloud services.  By integrating hardware into your portfolio, you’ll be protecting your relationship with your established customer base.  Add to that routes to market for the end customer continue to evolve. Why wouldn’t you want to enhance the value you bring to the equation?  ***Today’s Hardware Opportunity*** Yes, non-VAR sales partners can sell hardware and earn commissions with us.  No, you don’t need a resell certificate to do this.  Through [Network-Value](https://www.myintelisys.com/suppliers/networkvalueinc), you can earn commissions by selling select UC hardware like headsets and video bars. We will provide your customers with a link to a website where than can self-select hardware at market competitive rates.  When they make a selection they apply the unique promo code, provided by you, to complete the sale. You get paid the commission. It’s that simple.  Don’t ignore the questions about hardware from your customer. Instead, open the door to a conversation.  ***What’s Next?*** Carve out time to call your BDM and have a conversation about your interest in selling devices. This isn’t just a headset play. There’s so much more to it and your BDM is ready to walk you through it.  Or take a moment to [watch this webinar](https://enroll.intelisysuniversity.com/share/asset/view/1139) in iU. In 30 minutes our Hardware experts Hunter Edmisten and Jamal Purvis share practical methods for selling the full technology stack, creating new upsell and cross-sell pathways and expanding your addressable market. In my next blog post I’ll explain why, while the commissions for full stack sales are the driving force, there’s another angle that’s just as important.  [**PrevPreviousHarnessing the Power of Cloud: Learn How to Sell Cloud Computing Solutions](https://intelisys.com/harnessing-the-power-of-cloud-learn-how-to-sell-cloud-computing-solutions/) [NextScanSource Sales Earnings: Recurring Revenue 25% of Gross Profit**Next](https://intelisys.com/scansource-sales-earnings-recurring-revenue-25-of-gross-profit/) ## Related Posts [** VIEW ALL POSTS](https://intelisys.com/follow-us/) ### [5 Insights from the Verizon Data Breach Investigations Report (DBIR)](https://intelisys.com/insights-verizon-data-breach-investigations-report/) This year’s DBIR hits at a moment of change in the larger security conversation. 2025 was all about securing network infrastructure, but despite those efforts, it’s become clear that preventing [Read More »](https://intelisys.com/insights-verizon-data-breach-investigations-report/) ### [Connectivity, Security, and AI: A Unified System for Distributed Banking](https://intelisys.com/connectivity-security-ai-banking/) The modern banking system is built on trust. When consumers deposit their money, invest in financial products, or agree to a loan, they need to know that the institution will [Read More »](https://intelisys.com/connectivity-security-ai-banking/) ### [How Banking Left the Branch — And What That Demands from Technology](https://intelisys.com/banking-demands-from-technology/) Thirty years ago, if you’d asked 100 people to describe how they did their banking, they likely would have described the same process: visiting a physical branch, speaking to tellers, [Read More »](https://intelisys.com/banking-demands-from-technology/)