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ScanSource Targets More Government Business Via Channel After Solid Quarter

February 11, 2016 | Telepresence Options

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Story and images by Jimmy Sheridan / CRN

ScanSource will look to build its local, state and federal government business through its reseller customers after the distributor reported huge success for its latest quarter after its acquisition of Cisco distributor KBZ.

In its second quarter 2016 earnings call, held after the close of the market Tuesday, Greenville, S.C-based ScanSource said the acquisition was directly responsible for landing a deal that pushed revenue about $13.5 million past the top edge of its guidance estimate for the quarter. That deal was worth $38 million.

ScanSource CEO Mike Baur said in an interview with CRN that the company will reevaluate its investment in the local, state and federal government verticals thanks to the success it saw in the space from October to December. He added that the company will look to its resellers to pick up that extra business.

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