Video: How TSDs Are Adapting to a Shifting Channel Environment

68% of cios or cesos are looking for a trusted advisor to help them make a cyber security decision so we know the market is hot but now we have conviction meaning we're going to hire more sales Engineers we're going to make more Investments we're advising trusted advisers to make those those Investments as well we wanted to give insights to a trusted advisor that they could take to the customer and share with them something they couldn't buy from gardener and then something they couldn't google in the web so what that is is our 612 report so that looks at what's happening uh 6 to 12 months from now so the decision maker can look at his or her digital twin per se and have confidence that their peers are now moving into certain directions this is an extra Edge they can't get anywhere else that helps them stand out in front of their decision makers help wi more business so in terms of expanding the industry we look at financing I think there are three types there three models taking place one is uh these advisers are selling their business completely and going home that's a great thing that may not feel like a great thing I think some people feel like that the industry is shrinking it's not what that's doing is signaling to everybody else and it advise you that hey there's an opportunity for me too in 5 years 10 years I should invest because there's an exit bringing in entrance new entrance into the into the space very sophisticated players that say you know what I can build an advisory service this is good for me number two is the partial transactions where someone's saying you know what I want to be a part of something bigger I don't want to be a soloist anymore I want to plant my flag over here be under that brand be a part of a team uh those are taking place as well and again I think it's good that it sends the same signals to the market because then credit comes in borrowing goes down more Capital more opportunity and again we all win when the customer says I want to buy from advisor that only takes place we have professional sophisticated capable trustworthy advisers that are adequately resourced lastly I would say is the TSD role what we're trying to do is finance these Partners we're very interested in the partner that wants to stay independent we enter into those transactions quite often uh we've been doing it for years we did it in the form of loans now we're doing it in form of capital transactions we will not take ownership in advisory we want them to stay independent and we want to stay in our role which as a TSD is helping those advisors grow helping them be successful and financing is just one of those ways in which we think we can help them grow and accelerate their business one of the things that we saw early on was it was important that we helped the channel grow at intell assis we started loaning money to our partners because Partners wanted to grow and they were unable to get banking or financing and so as a public company we were able to do that when scans Source came into the market and over the last seven years we've loaned over aund million to the partner Community the last two years a new part of this life cycle of the agent has emerged we were starting to get asked well we're ready to take some chip off the table are you guys interested in tesis in acquiring a book of our business and we said no the DNA of scan Source has always been we don't sell to end users we're not in the in ususer Direct business we always sell through Channel Partners so for two years we said no that's not our role as a TSD yet it was being done it was being done and I think you know int tell USIS was the last company to have a program for that so starting today the bank and scan source is open for that we're now announcing it program we will help our partners if you want to exit part of your business or long-term all of it we want to create an entity to help you do that we think that's important to the suppliers as well because if you take some chips off the table and we have a book of business to work who's going to make sure that that customer contract gets renewed there's needs to be upselling it's cross selling it's not just mailbox money that's the opportunity that I think is getting missed today in the industry and we want to help you buyers are looking for you know more Integrated Solutions and so it's a lot more than just you know building the catalog it's building all the services operations enablement around uh the technologies that that buyers are looking for it's not just what buyers are buying that's changed it's how they're buying and it's very clear the digital channels are real it means that you know marketplaces will be Central to the interaction it doesn't mean the advisor is out of the picture in fact it means the advisor's role because of the complexity is even greater than it's ever been but the adviser needs to be empowered with a technology offering that enables them to create that digital experience for the End customer you know and and really driving uh the the solution through digital channels and so atre's really committed to to making sure that we can create not just the cataloges but the delivery of those Solutions we see putting a digital vending machine inside your customers's environment as as really the future and continuing to get a residual Inc commission from that from that Revenue there's a lot of talk about marketplaces my view is this yes they are powerful uh but I believe it's someone who has already made a decision on what I'm going to procure decisions already been made and I can retire my committed spend on Google cloud or AWS or whoever so I'm simply procuring through that route by the way we can participate there as well right we can guide them there where our role is is not in a portal where someone can point and click and where we Thrive and where advisers will continue to thrive is in complexity when there is a complex choice to make uh this software these applications have problems and I can't risk my career or my business making the wrong decision and that's where we're going to continue to thrive so Marketplace pray for procurement not for decision-making

This transcript was generated automatically from the video's captions and may contain errors.