https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • 2022 MSP 501 Rankings
    • 2022 NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2022 Editorial Calendar
  • Awards
    • Back
    • 2022 MSP 501
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Channel Partners 101 (CP 101)
  • Events
    • Back
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • 2022 MSP 501 Rankings
    • 2022 NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2022 Editorial Calendar
  • Awards
    • Back
    • 2022 MSP 501
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Channel Partners 101 (CP 101)
  • Events
    • Back
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Agents
  • Cloud Service Providers
  • Channel Partners Events
 Channel Futures

Technology Solutions Brokerages


Shutterstock

Announcing with a megaphone

intY Taps Zoom, 8×8, Masergy for Master Agent Business Debut in UK&I

  • Written by Christine Horton
  • May 11, 2021
ScanSource business intY launches a master agent business with eight vendors.

ScanSource’s cloud distribution business, intY, on Tuesday launched a master agent practice in the UK and Ireland.

intY launches with eight vendors: Zoom, 8×8, RingCentral, SCB Global, LogMeIn, Evolve IP, Masergy and Aryaka.

intY's Marcus Ollenbuttel

intY’s Marcus Ollenbuttel

“We’ve seen growth of the master agent business in Europe,” said Marcus Ollenbuttel, SVP, digital distribution, intY. “We’ve also seen the shift away from traditional agents being ex-telecom people, and more into an MSP play.”

Up to its acquisition by ScanSource in 2019, intY’s business was built around Microsoft, Symantec and Acronis. For the past 18 months, it has been adding solution areas around productivity, infrastructure, cybersecurity and communications.

intY’s master agent vendors are a mixture of UCaaS, CCaaS, connectivity and communications players.

“We don’t want to overwhelm our MSPs,” said Ollenbuttel. “We have other vendors in our stable, but we don’t want to go mad giving them lots and lots. We want to enable them with the right vendors.

“A lot of the solutions that we’re launching are Microsoft-centric. So MSPs already selling these solutions can extend [them] and get keep more share of their customers revenue.

“But also, we recognise that a lot of them are Microsoft houses. They may not have the knowledge of the other vendors and technologies. Obviously, the agency model provides that great facility that the vendor does all sales. They can sell into those different areas without knowing the technology in-depth and how to sell it, and how to support it. They have that recurring cheque coming in that bolsters their P&L without serious amounts of work to do so.”

Replicating U.S. Success

The master agent model is well-established in North America but is now gaining traction in Europe. The firm now hopes to replicate the success of fellow ScanSource distributor, Intelisys, in the U.S.

“In the UK, we’ve got a lot of resellers who like the vanity of the revenue. But they don’t always think about the sanity of the margin. A lot of them think that owning the customer means they have to do everything for them. It’s always on their paper.

“I think people are realising they can still own that relationship, or work with different vendors by adopting this model, and still get there. That’s one of the big reasons why it’s now starting to take off,” said Ollenbuttel.

He also said the role of the agent is changing. There is a move away from telecoms agents to “a more consultative trusted adviser.”  In addition, the MSP is picking up that role … to find solutions that meet their customers’ needs.

With most of intY’s business in the UK&I, there are no current plans to extend the launch into Europe.

Want to contact the author directly about this story? Have ideas for a follow-up article? Email Christine Horton or connect with her on LinkedIn.
Tags: Agents MSPs Business Models Channel Chatter Channel Convergence EMEA Security Strategy Technology Solutions Brokerages Telephony/UC/Collaboration

Most Recent


  • Magic Wand Enhances
    Veracode Partners Get Enhanced Global Partner Program
    The enhanced program aligns with the company's broader channel strategy.
  • Meet customer need with the right product
    GoTo Connect Offers IT Helpdesk Functionality at No Additional Cost
    It has reduced the burden on IT and increased the productivity of end users, the company said.
  • Business meeting
    New Okta Channel Leader: Partners Crucial to Go-to-Market, Expansion
    Okta plans to bring more enablement and cross-sell opportunities to its partner base.
  • Risk, Threat, Vulnerability Assessment
    Kaspersky: Old Microsoft Office Vulnerabilities Behind Most Exploits in Q2
    Older versions of Microsoft Office suite are an invitation for attackers.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • Woman with questions
    Should We Just Call Master Agents Distributors?
  • Benefit, Plus Sign
    TBI, Avant Add New Cloud, Security Suppliers to Lineups
  • Select a Hire
    Telarus Hires Megapath, Fusion Connect Vet Dan Foster as Latest CRO
  • Sales Strategy
    Telesystem Promotes TBI, MetTel Vet to Channel Strategy Manager

Upcoming Events

View all

MSP Summit

September 13, 2022 - September 16, 2022

Channel Partners Conference & Expo

May 1, 2023 - May 4, 2023

Galleries

View all

New Okta Channel Leader: Partners Crucial to Go-to-Market, Expansion

August 16, 2022

Lumen Channel Leaders Talk Program Evolution, C-Suite Sponsorship, TSD Consolidation

August 15, 2022

Kaseya’s Auto-Renewal Changes Bring Glimmer of Hope to Partners Amid Turmoil

August 15, 2022

Industry Perspectives

View all

How to Take Shared Responsibility for Securing Cloud

August 11, 2022

Seize the Application Modernization Opportunity

August 2, 2022

A Growth Mindset: Your Organization’s Strategic Differentiator

August 1, 2022

Webinars

View all

Outsmarting RaaS: Implementation Strategies To Help Your Clients Before, During, and After a Ransomware Attack

August 23, 2022

Why it is Important to Upgrade Aging Servers and How to use Live Optics to Upgrade Efficiently

August 25, 2022

Executives at Home are Not Alright: An Intro to Digital Executive Protection

September 8, 2022

White Papers

View all

Work Goes Remote – (and Other Top ITOps Trends)

May 25, 2022

The New Bottom Line: How MSPs Can Meet the Healthcare Crisis While Evolving Their Businesses

April 19, 2022

How to build a Security Operations Center (on a budget)

April 4, 2022

Channel Futures TV

View all

ThreatLocker Preaches Zero Trust, Addresses Industry Competition

Microsoft Targeting Partners to Sell Teams, Windows 365 to SMBs, More

August 15, 2022

ScienceLogic Debuts New Partner Portal

August 9, 2022

Vonage a ‘Single Communications Stack Provider’ for Partners, Customers

June 27, 2022

Twitter

ChannelFutures

.@Veracode rolls out enhanced #partnerprogram. #cybersecurity dlvr.it/SWlCV5 https://t.co/oKywsXCfKb

August 16, 2022
ChannelFutures

.@GoTo has launched an IT helpdesk functionality within its GoTo Connect UCaaS product without passing on the cost… twitter.com/i/web/status/1…

August 16, 2022
ChannelFutures

Q&A with @okta's new channel chief @baynotebBill. #cybersecurity dlvr.it/SWl9Gn https://t.co/rnUWw7pY82

August 16, 2022
ChannelFutures

.@kaspersky research shows @Office #exploits rose in Q2, accounting for most exploits across platforms.… twitter.com/i/web/status/1…

August 16, 2022
ChannelFutures

We had a blast celebrating our 2021 MSP 501 winners. Who will be taking the stage this September? We're welcoming o… twitter.com/i/web/status/1…

August 16, 2022
ChannelFutures

.@Tanium forms integration partnership with #Microsoft, joins Microsoft Intelligent Security Association. #MISA… twitter.com/i/web/status/1…

August 16, 2022
ChannelFutures

.@msp360 refreshed and expanded its advantage partner program after experiencing significant channel growth in H1 2… twitter.com/i/web/status/1…

August 16, 2022
ChannelFutures

The countdown begins! Channel Partners Leadership Summit, MSP Summit, and Women's Leadership Summit are coming up i… twitter.com/i/web/status/1…

August 16, 2022

MSP 501

The industry's largest and most comprehensive partner awards program.

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Galleries

Educational slide shows and images from live events.

Media Kit And Advertising

Want to reach our audience? Access our media kit.

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Events
  • Telecoms.com
  • MSP 501
  • Black Hat
  • IoT World Today
  • Omdia

WORKING WITH US

  • Contact
  • About Us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2022 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X