PARTNER PLAYBOOK
ScanSource solutions for every vertical—and beyond Six pathways. Over $2 trillion in addressable market. Your next deal starts here.
Revised 2026 | All statistics sourced and cited for verification
TABLE OF CONTENTS
PATHWAY 1: CX and UC ...................... 2-5
PATHWAY 2: Mobility . . . . . . . . . . . . . . . . . . . . . . . . .6-9
PATHWAY 3: Networking and Connectivity .. . . 10-13
PATHWAY 4: Security .. . . . . . . . . . . . . . . . . . . . . . . 14-17
PATHWAY 5: Point-of-Sale (POS) and Payments . 18-21
PATHWAY 6: Cloud Services . . . . . . . . . . . . . . . . . . . . .22-25 Education . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26-29 Retail ........................................................... 30-33 WTML ...........................................................34-37 Arena and Entertainment ......................................... 38-41 Healthcare ....................................................... 42-45 Mobility .......................................................... 46-49 Glossary . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 50-53
FIND YOUR PATHWAYS TO PROFIT WITH SCANSOURCE
Winning in today’s technology market takes more than product knowledge. It takes showing up to every customer conversation with real market intelligence, credible use cases, and a clear point of view. ScanSource’s six technology pathways give you exactly that. This guide arms you with TAM data, CAGR benchmarks, vertical deep dives, real-world application stories, and discovery questions you can use on your next call. Every statistic is sourced and cited. Every use case is actionable. Every pathway connects directly to a revenue opportunity. Your Pathways to Success: • CX and UC— The platform modern businesses communicate on • Mobility— The tools that power the distributed workforce • Networking and Connectivity— The infrastructure every other solution runs on • Security— A non-negotiable line item in every vertical • Point-of-Sale and Payments— Where transactions happen, everywhere • Cloud Services— The recurring revenue engine for modern partners Partners who sell across three or more pathways consistently close larger deals and retain customers longer. This guide shows you how to get there. ScanSource is your competitive edge. Let’s put it to work.
All market data verified Q1 2026. Sources cited on each pathway page.
1
CUSTOMER EXPERIENCE (CX) AND UNIFIED COMMUNICATIONS (UC)
PATHWAY 1
Customers expect to be met on their terms— by phone, chat, email, video, or social media. Employees expect to collaborate without friction, whether they’re in the office, at home, or in the field. UC and CX solutions are no longer discretionary purchases. They are the operating infrastructure of the modern business— and they’re growing faster than almost any other technology category.
2025 Market Size
2030 Projection
CAGR
$87.4B (2024) $7.6B (2025)
$262.4B 19.8%
UCaaS CCaaS
$45.2B
20.1%
Sources: Grand View Research, UCaaS Market Report 2025–2030 (grandviewresearch.com); Precedence Research, CCaaS Market Report 2025–2035 (precedenceresearch.com)
THREE FORCES DRIVING ADOPTION NOW Hybrid work is permanent. 22.8% of U.S. employees work remotely at least part of the time— 36 million people who need reliable cloud communications to do their jobs. (Source: Backlinko/Semrush, March 2025) AI is reshaping the contact center. More than 50% of CCaaS providers now deploy AI-driven tools for intelligent call routing, sentiment analysis, and self-service resolution. Customers expect it. (Source: scoop.market.us, 2025) The market is consolidating fast. Microsoft Teams Rooms installations grew 28% year-over-year. Zoom became Mitel’s exclusive UCaaS platform for 70 million users. Customers need a trusted partner to guide them through the disruption. (Source: Mordor Intelligence, 2026)
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ADJACENT TECHNOLOGIES
AI
Connectivity
Omni-channel
TEM
WFO
USE CASES Replace legacy PBX systems with cloud UCaaS to reduce total cost of ownership and add flexibility Deploy AI-powered virtual agents to handle high-volume customer inquiries without adding headcount Enable omnichannel communication-voice, video, chat, email, and social— from a single platform Integrate workforce optimization (WFO) tools to improve agent performance and reduce attrition Connect CRM data to communication tools for more personalized, context-aware customer interactions
DISCOVERY QUESTIONS “What does your team currently use for internal communication, and how old is that infrastructure?” “When a customer contacts you, how many systems does your team have to check to answer their question?”
“How has the shift to hybrid or remote work affected your communication tools?” “Have you evaluated moving your contact center to the cloud? What has held you back?”
3
CUSTOMER EXPERIENCE (CX) AND UNIFIED COMMUNICATIONS (UC)
PATHWAY 1
HIGH-POTENTIAL VERTICALS
Healthcare and life sciences leads UCaaS vertical growth at 27.86% CAGR—driven by telehealth demand, HIPAA-compliant video, and care coordination. Education sustains hybrid classrooms with Zoom Rooms for Education revenue up 31% YoY. (Source: Mordor Intelligence, UCaaS Market 2026)
Education
Healthcare
Retail
REAL-WORLD APPLICATIONS 1. Retail: Improving customer experience at every touchpoint
A national retail chain deployed a cloud-based UC platform connecting store associates, managers, and customer service teams. With integrated voice, video, and messaging, associates answer customer questions in real time without leaving the floor. Built-in analytics track interaction patterns, enabling proactive service improvements. Result: measurable increases in customer satisfaction scores and a significant reduction in escalated complaints.
2. Healthcare: Cutting patient wait times with omnichannel communication A regional hospital deployed omnichannel communication tools to unify how patients reach clinical staff—whether by phone, patient portal, email, or SMS. AI triage handles appointment confirmations and common inquiries without staff involvement. Result: wait times dropped, and nursing staff redirected time from administrative calls to direct patient care. What percentage of your incoming calls require a callback? AI-assisted routing can resolve a significant portion without staff involvement—and we can show you what that looks like for your volume.
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3. Education: Enabling faculty collaboration across campuses A state university system deployed Microsoft Teams Rooms across its main campus and three satellite locations. Faculty, advisors, and administrative staff gained real-time collaboration capability regardless of location—holding office hours, advising sessions, and team meetings over a unified platform. The university reduced campus travel, improved enrollment counselor responsiveness, and saw higher faculty satisfaction scores. The UCaaS market is growing at nearly 20% annually because every business faces the same challenge: their people are distributed, their customers expect instant responses on every channel, and their old phone systems weren’t built for any of that. We help you build a roadmap that modernizes their communications stack without disrupting their operations.
Supplier Guidance
Lead for enterprise UCaaS and contact center platforms in healthcare, financial services, and large multi-location organizations
Cloud collaboration and conferencing platforms for hybrid and remote workforces; pair with certified room hardware
Headsets, video bars, and conferencing endpoints that complete every UC and CX deployment
IP-based paging, intercom, and emergency notification endpoints for retail, education, and hospitality environments
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PATHWAY 2 MOBILITY Mobile technology is the connective tissue of the modern workforce. Whether it’s a warehouse associate scanning inventory, a home health aide updating patient records on a rugged tablet, or a delivery driver accepting contactless payment at the door—mobility solutions are how work gets done. The shift is complete. The question for your customers isn’t whether to invest in mobility. It’s whether their current devices and infrastructure can keep pace.
2025 Market Size $37B (TAM)
2030 Projection
CAGR
$146B–$229B 22–26% (5Y)
Enterprise Mobility
Source: QYResearch, Global Enterprise Mobility Management Market Insights, Forecast to 2030 (qyresearch.com); Knowledge Sourcing Intelligence, Enterprise Mobility Market- Strategic Insights and Forecasts (2025–2030) (knowledge-sourcing.com)
THE SCALE OF OPPORTUNITY Over 6.8 billion smartphone users worldwide— with global app revenue projected to reach $935 billion. (Source: Buildfire, 2025) Demand for rugged mobile computers— devices that survive a 5-foot drop, dust, moisture, and temperature extremes- is at an all-time high across logistics, healthcare, and manufacturing. The small form-factor shift is accelerating— Compact devices that fit in a pocket without sacrificing scanning capability have seen rapid adoptin growth over the past five years.
Adjacent Technologies
IoT
MDM/MEM
mPOS
Payments
Telematics
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USE CASES Deploy MDM/MEM software to remotely manage, secure, and update device fleets across multiple locations from a single dashboard Replace aging barcode scanners with modern RFID-capable rugged handhelds to improve inventory accuracy and reduce stockouts Implement telematics for fleet visibility, driver safety compliance, and fuel cost optimization Connect remote workers to corporate systems via cloud-managed, MDM-secured mobile devices Enable mobile POS so associates can process transactions anywhere on the floor, eliminating checkout lines
Supplier Guidance
Rugged handhelds, tablets, and enterprise mobile computers for warehousing, logistics, and retail environments
Mobile computers, scanners, and barcode printers built for distribution, manufacturing, and field service environments
Android-based mobile and self-service form factors for retail and hospitality floors
Ruggedized laptops and tablets for public safety, utilities, and demanding field deployments
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MOBILITY
PATHWAY 2
THE REVENUE CONVERSATION MDM is the highest-leverage attach in the mobility space. A partner who sells 50 rugged devices without attaching an MDM solution is leaving recurring monthly revenue on the table—and leaving their customer’s device fleet unmanaged and vulnerable. Lead with the device. Close with the management layer. For a 12-location customer with 60+ devices, ask how many IT staff they have per location. MDM often pays for itself in the first year through reduced truck rolls alone. DISCOVERY QUESTIONS “How many mobile devices does your team use day-to-day, and how are you managing them across locations?” “What happens when a device is lost or stolen? How quickly can you remotely lock or wipe it?” “When did you last refresh your handheld scanners? What happens to your operations when they fail during peak season?” “Can your drivers or field technicians accept payment on-site, or do customers have to wait for an invoice?”
High-Potential Verticals
Work from home
Home health Logistics Manufacturing Retail
Warehousing
Highest revenue opportunity now: Warehousing and Logistics. The global logistics market grows at 6.5% CAGR through 2030, driven by eCommerce expansion and automation investment. Device refresh cycles are frequent, deal sizes are large, and MDM attach rates are high. (Source: Grand View Research)
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REAL-WORLD APPLICATIONS 1. Retail: Eliminating the checkout bottleneck
A regional specialty retailer deployed mobile computers for floor associates, enabling them to check inventory, locate products across store locations, and process transactions without returning to a register. Wait times dropped significantly. Associate productivity rose because staff could complete the full sales cycle—product lookup, recommendation, checkout—without leaving the customer’s side. 2. Healthcare: Precision patient tracking with RFID A large hospital network implemented RFID-enabled wristbands across emergency and inpatient departments. The system eliminated manual ID verification steps, reduced medication errors tied to patient misidentification, and improved documentation accuracy. Nursing staff completed bedside data entry in real time, keeping patient records continuously current. What does a patient misidentification incident cost your facility—in liability, in compliance risk, in patient outcomes? RFID wristbanding eliminates the manual step that creates the risk. 3. Logistics: Securing a 12-location device fleet A national fulfillment company managing 800+ mobile devices across 12 warehouse locations deployed a cloud- based MDM solution. The IT team gained centralized visibility into every device—remote lock, wipe, app deployment, and compliance enforcement from a single dashboard. On-site IT visit frequency dropped by 60%. The savings were redirected to strategic infrastructure projects.
PARTNER ACTION: Every mobility deal should close with three components: (1) the right device for the environment, (2) an MDM solution to manage and protect it, and (3) a connectivity plan that ensures it works wherever the worker goes. Selling only the device is selling one-third of the deal.
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PATHWAY 3 NETWORKING AND CONNECTIVITY Every solution in this playbook runs on a network. UCaaS needs bandwidth. Security cameras need connectivity. Mobile devices need wireless infrastructure. Cloud applications need internet access. Networking and connectivity is not one technology category among six—it’s the foundation that makes every other category possible. As ScanSource’s Director of Solutions Engineering Patrick Chen puts it: networking is the plumbing that connects everything.
That’s also your sales strategy. The partner who leads with networking gets visibility into every other technology
2025 Market Size
2030 Projection
CAGR
$46.6B $199.3B
$66B+
7.7% (5Y)
Enterprise Networking Connectivity / SD-WAN
$2.28T+ 12–13%(5Y)
Sources: MarketsandMarkets, Cloud Computing Market 2025–2030 (marketsandmarkets.com)
WHAT IS DRIVING DEMAND
SD-WAN is replacing traditional MPLS in branch networks, giving IT teams centralized control at a fraction of the legacy cost. Multi-location customers are the direct target. Wi-Fi 6 and 6E are rapidly replacing legacy wireless in education, healthcare, and retail environments where density and throughput requirements have outpaced older technology. Private 5G is emerging in manufacturing and warehousing environments where wired infrastructure is impractical and standard Wi-Fi cannot meet uptime requirements
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Adjacent Technologies
Unified Communications
Cloud
Security
USE CASES Upgrade aging switching and wireless infrastructure to support modern bandwith-intensive applications—POS, video, and cloud platforms Deploy SD-WAN across multi-location branch networks for centralized policy management and significant cost reduction versus MPLS Implement managed networking so customers shift IT resources from routine infrastructure maintenance to strategic projects Enable high-density wireless for environments like warehouses, clinics, campuses, and arenas where dozens or hundreds of devices connect simultaneously THE CROSS-SELL PROMPT Networking is your entry point into every other technology conversation. When a customer upgrades their network, ask: “Are you also looking at refreshing your surveillance or access control system? Both run on this same network.” “Have you evaluated how this new wireless infrastructure will handle your voice and video traffic?” “Would a managed services model free your IT team from routine maintenance so they can focus on higher-value work?” DISCOVERY QUESTIONS “How old is your current switching and wireless infrastructure? When did you last do a full refresh?” “If your network went down for four hours during business hours, what would that cost you?” “Do you manage each branch network individually, or do you have centralized visibility across all locations?” “Are you seeing performance issues with video conferencing, your cloud applications, or your POS systems?” Networking and connectivity can be applied to most verticals. Think of this technology as the ‘plumbing’ that connects everything. - PATRICK CHEN , Director, Solutions Engineer
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NETWORKING AND CONNECTIVITY
PATHWAY 3
REAL-WORLD APPLICATIONS 1. Retail: A network built for peak demand
A regional retail chain discovered their legacy network was creating checkout bottlenecks during peak periods—POS systems lagged, surveillance feeds dropped, and store-to-corporate video was unreliable. After deploying enterprise switching and Wi-Fi 6 access points across all locations, POS transaction speed improved measurably, surveillance ran continuously, and IT support calls from store locations dropped. 2. Healthcare: SD-WAN halves IT costs across 22 clinics A regional healthcare group managing 22 clinic locations was spending significant IT budget on reactive, on-site network support. After deploying SD-WAN, their team gained a centralized dashboard providing real-time visibility across every site. Network policy changes, firmware updates, and security enforcement applied organization-wide in minutes instead of days. On-site IT visit frequency dropped by more than half-critical in healthcare where network downtime directly affects patient care. How much of your IT budget is currently spent managing branch network issues reactively? SD-WAN converts that from a reactive cost to a proactive control- and it shows up in the budget. 3. Education: From network administrator to strategic leader A school district with 14 schools and a lean IT team found that most of their staff time was consumed by network troubleshooting. After deploying cloud-managed Wi-Fi and automated switching, the IT team redirected focus toward cybersecurity implementation, digital curriculum tools, and device lifecycle planning. Students and teachers gained more reliable technology. The IT team became a strategic asset to the district rather than a help desk.
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Any multi-location business
High-Potential Verticals Arena and Entertainment Networking is the most universal pathway in this guide. If your customer has more than one location and relies on internet- connected systems, they have a networking conversation waiting to happen. Education Healthcare Retail Manufacturing
Supplier Guidance
Enterprise switching and wireless infrastructure for multi-location, high-density environments
UPS, rack, and power management that keeps network infrastructure online during outages
Surge protection for PoE-connected network and security endpoints across campus and multi-site environments
Wireless WAN and 4G/5G failover connectivity for branch, retail, and mobile deployments
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PATHWAY 4 SECURITY Security is no longer a line item that gets cut when budgets tighten. It is a board-level priority, a compliance mandate, and an increasingly explicit requirement for cyber insurance coverage. Every vertical in this guide faces documented security threats—from ransomware targeting hospitals and schools, to retail theft enabled by outdated surveillance, to insider threats in warehousing environments. Partners who can address both physical and cyber security are positioned to win larger, longer-lasting deals.
The cost of inaction is documented and rising. The average cost of a data breach reached $4.88 million in 2024— a record high and a 10% increase year-over-year. (Source: IBM Cost of a Data Breach Report 2024)
2025 Market Size
2030 Projection
CAGR
$120.8B (2025) $151.5B–$216.4B $227.6B (2025) $351.9B–$500.7B
4.6%–6.5% 9.1%–12.9%
Physical Security Cybersecurity
Sources: MarketsandMarkets, Physical Security Market 2025–2030; Grand View Research, Physical Security Market 2025–2030; MarketsandMarkets, Cybersecurity Market 2025–2030; Grand View Research, Cybersecurity Market 2025–2030
WHAT IS DRIVING DEMAND
Ransomware is escalating. Verizon’s 2025 breach report ranks cloud assets and UCaaS environments among the top three most-targeted attack surfaces. Organizations without layered security face a question of when, not if. (Source: Mordor Intelligence, 2026) Physical and cyber threats are converging. 68% of chief security officers report incident overlaps between physical and cyber events in 2025—meaning an unlocked door is now also a network vulnerability. (Source: Mordor Intelligence, PSIM Market 2025) AI is transforming surveillance. AI-powered cameras with behavioral detection, facial recognition, and anomaly alerts are replacing static monitoring across all verticals. 14
Adjacent Technologies
Cloud
Connectivity
CX
Infrastructure
Network
USE CASES Deploy AI-powered video surveillance and access control to replace legacy analog systems with intelligent, managed infrastructure Implement endpoint protection and cloud security to secure remote and hybrid workforces against phishing, ransomware, and credential theft Document HIPAA, PCI-DSS, and CMMC compliance through structured security controls, audit trails, and policy enforcement Counter advanced persistent threats with behavioral monitoring, threat intelligence, and automated incident response Conduct regular security assessments to identify gaps before they become incidents THE COMPLIANCE CONVERSATION “Are you currently compliant with HIPAA / PCI-DSS / CMMC? When was your last third-party security audit?” “What does a data breach cost you in fines, remediation, and reputational damage? Let’s compare that to the cost of prevention.” “Does your cyber insurance policy specify required security controls? Do you know if you’re meeting all of them?” DISCOVERY QUESTIONS “When did you last replace your surveillance cameras or access control systems?” “Have you experienced a security incident—physical or cyber—in the past 24 months?” “How do you currently manage access credentials and permissions across your locations?” “Is your cyber insurance coverage current, and what controls does the policy require you to maintain?”
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SECURITY
PATHWAY 4
High-Potential Verticals
Arena and Entertainment
Education
Healthcare
Retail
Warehousing
Fastest-growing security vertical: Healthcare, projected at 17.5% CAGR for physical security information management through 2030, driven by workplace violence concerns, pharmaceutical theft, and patient safety mandates. (Source: Mordor Intelligence, PSIM Market 2025.) U.S. retail shrink totaled an estimated $121.6 billion in 2023. (Source: NRF 2024 Retail Security Survey)
REAL-WORLD APPLICATIONS 1. Healthcare: Turning compliance into a competitive advantage
A regional hospital system implemented a comprehensive endpoint protection and access control overhaul to achieve HIPAA compliance. Rather than treating the project as a cost center, the organization’s security leadership positioned compliance as a patient trust initiative—documenting controls and using audit results as a competitive differentiator. Proactive monitoring and automated alerts now flag anomalies before they escalate. The hospital has passed two consecutive compliance audits without remediation findings. Your patients’ data is worth more on the dark web than credit card numbers. Compliance isn’t just a legal requirement—it’s a patient trust signal and a competitive differentiator.
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2. Financial Services: Cloud security that protects and proves compliance A regional bank replaced a fragmented set of legacy security point solutions with a unified cloud-delivered platform. The platform proactively blocks malicious websites and phishing attempts, maintains audit-ready logs, and enforces consistent policy across four branch locations—with the effort previously required at one. Their cyber insurance premium dropped at renewal. 3. Government: Detecting advanced threats before they become incidents A state government agency deployed advanced threat protection after a risk assessment revealed significant exposure to sophisticated cyberattacks targeting sensitive constituent data. Continuous behavioral monitoring and threat intelligence integration were implemented. Within 90 days, the system detected and blocked three intrusion attempts that previous tools had not flagged. The agency now conducts quarterly threat simulations and maintains a documented incident response plan satisfying state cybersecurity mandates.
Supplier Guidance
Lead for access control and video surveillance in healthcare, education, and commercial environments
Specialized access control and hardware mounting for transportation and field environments
Network-based video intelligence and AI analytics layers
Mobile-connected physical security solutions for warehousing and logistics
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PATHWAY 5 POINT-OF-SALE (POS) AND PAYMENTS The checkout experience has changed permanently. Consumers expect to pay with a tap, a scan, a phone, or a wearable—wherever they are. Mobile POS, self-checkout kiosks, AI-powered inventory management, and omnichannel payment processing are not emerging technologies. They are current expectations. With the POS terminal market growing at nearly 9% annually, your customers are actively replacing legacy systems right now—the question is whether you’re in the conversation.
This is also one of the highest attach-rate pathways in the guide. Every POS deal has adjacent opportunities in printing, scanning, RFID, and cloud software—all of which increase deal size and extend the customer relationship.
2025 Market Size
2030 Projection $165.17B $226.87B
CAGR
$108.94B (2025) $123.15B (2025)
8.68%
POS Terminals POS / Retail Systems
7.9%
Sources: Mordor Intelligence, POS Terminal Market 2025–2030 (mordorintelligence.com); Grand View Research, POS Terminal Market 2025–2033 (grandviewresearch.com)
Adjacent Technologies
CRM, WMS, and Blockchain
Mobility
Printing
RFID
Scanning
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USE CASES Modernize fixed POS terminals to support EMV chip, NFC contactless, and mobile wallet payment methods Deploy mobile POS for line-busting, curbside pickup, tableside ordering, and pop-up or seasonal retail environments Integrate AI-powered inventory tracking to prevent stockouts and automate replenishment triggers Automate commission calculation and sales reporting through integrated payment and analytics dashboards Implement self-checkout kiosks to improve transaction throughput and reduce labor dependency THE ATTACH-RATE OPPORTUNITY A POS terminal sale without an attached printing solution is an incomplete deal. Structure every retail proposal as a full solution: Core deal: POS terminal + payment processing integration Attach 1: Receipt printer (Epson TM-M30III) Attach 2: Barcode or RFID scanner (Honeywell Granit Ultra) Attach 3: Mobile POS device for line-busting or curbside (Elo i-Series 5 for Android) Attach 4: Cloud POS software subscription—recurring revenue on every transaction
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POINT-OF-SALE (POS) AND PAYMENTS
PATHWAY 5
DISCOVERY QUESTIONS “When did you last replace your POS terminals? Are they currently EMV and NFC-compliant?” “How are associates handling checkout during peak hours—are customer lines forming?” “Do you offer curbside pickup or table-side service? How is payment currently handled in those moments?” “How do you track inventory in real time? Are stockouts and overstocking recurring problems?”
High-Potential Verticals
Convenience eCommerce
Hospitality Pharmacy
Retail
Utilities
Emerging opportunities: Pharmacy POS—driven by prescription tracking, controlled substance documentation, and pharmacy benefits management (PBM) integration. Utilities—driven by mobile payment infrastructure for field technicians accepting payment at the point of service. REAL-WORLD APPLICATIONS 1. Retail: Real-time inventory intelligence across 200 locations A national retail chain integrated cloud-connected POS across 200 locations, enabling real-time visibility into inventory levels, sales velocity, and product performance by store. The system automatically flags low-stock items and generates reorder recommendations, eliminating the manual cycle count process that previously tied up store associates for hours each week. Shrink detection improved because every item entering or leaving the system is logged at the point of transaction. Store managers gained live dashboard access from any device.
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2. Restaurant: Override capabilities that keep revenue flowing A fast-casual chain upgraded their POS to a system with built-in manager override and real-time diagnostic capabilities. During a peak dinner rush, a payment gateway timeout caused transaction failures. The manager applied an override that kept the restaurant accepting orders while IT resolved the issue remotely—in under 12 minutes. No revenue was lost, no customers left. The system’s built-in diagnostic tools also eliminated the previous practice of calling external IT support for routine issues. 3. Wholesale Distribution: Commission tracking that drives sales urgency A wholesale distributor eliminated their manual spreadsheet-based commission process by implementing an integrated payment and sales management platform. Every transaction is logged automatically, with commission calculations applied in real time based on product category, margin tier, and sales rep assignment. Sales staff can check their running commission total on any device at any time—a visibility change that measurably increased deal-closing urgency in the final weeks of each quarter. Payroll processing time dropped by 70%. Supplier Guidance
Scanning integration for retail and logistics POS environments
Industry-leading touchscreen POS terminals for retail and hospitality
Secure payment processing and terminal solutions for high-volume environments
Enterprise-grade POS for large-format retail and grocery
Compact receipt printing for mPOS and counter environments
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PATHWAY 6 CLOUD SERVICES Cloud is not a technology category. It is a business model. Partners who sell cloud services don’t just close a deal—they build a recurring revenue stream that compounds month after month, year after year. And cloud customers are among the most durable in the channel: an organization that has migrated its data, workflows, and operations to a cloud platform is a customer that stays.
The cloud market is the largest addressable opportunity in this playbook—and it is growing faster than most partners realize
2025 Market Size
2030 Projection
CAGR
$1.29T (2025) $180B (2025) $505B+ (2024)
$2.28T
12.0% 18.1% 19.4%
IaaS (fasted-growing) SaaS (largest segment) Cloud Computing (total)
$542.9B $793B+
Sources: MarketsandMarkets, Cloud Computing Market 2025–2030 (marketsandmarkets. com); Statista, Infrastructure as a Service Worldwide 2025 (statista.com); Statista, SaaS Market 2025–2029 (statista.com)
WHAT IS ACCELERATING ADOPTION IN 2025-2026 AI is driving cloud infrastructure spend. IDC reported cloud infrastructure spending increased 99.3% year-over-year in Q4 2024. Every enterprise scaling AI workloads is scaling cloud spend to match. (Source: IDC, March 2025) Disaster recovery is no longer optional. Without a tested DR plan, a single ransomware event can reset a company’s operations to day one. Cloud backup and DR is one of the easiest conversations to start and one of the most urgent to close. SaaS sprawl creates a services opportunity. The average organization now uses 371 SaaS applications—most of them unmanaged. Technology expense management (TEM) is an adjacent revenue stream hiding in plain sight.
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Adjacent Technologies
Network
SD-WAN
Security
TEM
USE CASES Implement cloud backup and disaster recovery to protect against ransomware, hardware failure, accidental deletion, and natural disasters Migrate on-premises server infrastructure to cloud to convert capital expenditure to a predictable operating expense Deploy cloud productivity and collaboration platforms for remote and hybrid workforce enablement Apply cloud security tools to protect distributed endpoints and user identities without on-premises overhead Use TEM to audit, rationalize, and optimize customers’ cloud and telecom spend—identifying waste and creating savings. THE RECURRING REVENUE CONVERSATION A partner who migrates 10 mid-market customers to cloud services and attaches managed backup generates predictable monthly recurring revenue without the volatility of one-time hardware sales. Cloud deals compound. Hardware deals reset. DISCOVERY QUESTIONS “Do you have a documented disaster recovery plan? When was it last tested with a real failover drill?” “If ransomware encrypted your primary systems today, how long would it take to restore full operations?” “What percentage of your IT budget is currently committed to capital hardware versus ongoing subscriptions?” “How many cloud and SaaS applications is your team using? Do you have visibility into all of them?”
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CLOUD SERVICES
PATHWAY 6
REAL-WORLD APPLICATIONS 1. Disaster Recovery: Recovering in hours, not weeks
2. IT Optimization: From infrastructure manager to strategic leader A mid-market professional services firm migrated their entire on-premises server infrastructure to a cloud platform over six months. The immediate results: hardware maintenance costs dropped, the IT team eliminated weekend on-call for server issues, and the firm reduced its data center footprint. The longer-term impact: the IT director shifted her team’s focus to application integrations, workflow automation, and cybersecurity strategy—all of which directly supported the firm’s growth targets. A regional consulting firm with 14 locations and no formal DR plan experienced a ransomware attack that encrypted their file server. Without cloud backup, recovery would have taken weeks and cost an estimated $400,000 in lost productivity and remediation fees. Their recently deployed cloud backup solution allowed IT to restore from a clean snapshot within four hours- zero ransom paid, minimal data loss. The firm’s leadership has since mandated annual DR failover testing and treats cloud DR as a board-level priority. “If I could show you that for a few hundred dollars a month, you could recover from a ransomware attack in hours instead of weeks—with no data loss and no ransom—would that be worth 30 minutes of your time?”.
“For most SMB customers, the IT team spends 60–70% of their time maintaining infrastructure rather than enabling the business. Cloud migration flips that equation.”
3. Remote Workforce: Real-time collaboration without limits A manufacturing company with operations across five states deployed a cloud-based productivity suite enabling real-time collaboration between engineering, operations, and sales teams. Engineers shared CAD files and annotated specs during live video calls. Sales had instant access to production status. Operations managers approved purchase orders from mobile devices. Cross-department email volume dropped 40% and new product introduction cycle times decreased measurably.
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High-Potential Verticals
Retail
Manufacturing
Healthcare
Cloud applies universally. Every vertical customer has data to protect, operations to keep running, and staff to enable. Frame cloud not as a technology decision but as a business resilience decision.
Supplier Guidance
UCaaS and collaboration cloud platforms with strong channel programs and predictable monthly recurring revenue
Infrastructure-as-a-service platforms for IaaS workloads, AI scale-out, and on-premises modernization
Cloud backup, business continuity, and disaster recovery solutions for SMB and mid-market customers
Tap into ScanSource’s cloud services catalog for vetted UCaaS, CCaaS, carrier, and SaaS recurring-revenue opportunities
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EDUCATION
The education market isn’t just evolving—it’s being rebuilt from the ground up. Every interaction between student and institution is increasingly mediated by technology: registration, learning, communication, safety, and payment. Schools and universities that invest strategically in technology see measurable gains in student outcomes, operational efficiency, and enrollment competitiveness. Those that don’t
are falling behind—and their students and staff feel it every day. For partners, education represents one of the most fundable and
predictable verticals in the market. K-12 districts receive dedicated federal technology funding through E-Rate and state safety grants. Universities operate capital planning cycles that create structured refresh opportunities. Every campus needs the same core technology stack: connectivity, communication, security, mobility, and payments. The global edtech market is projected to reach $348 billion by 2030, growing at a CAGR of 13.3% .
Source: Grand View Research, Business Report Insights
FIND OUT MORE HERE.
OPPORTUNITIES
Mobile Device Management (MDM)
Customer Experience (CX)
Access Control
Connectivity
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Predictive analytics identify at-risk students early and trigger proactive outreach. The data infrastructure supporting these tools requires reliable cloud connectivity and endpoint devices in every classroom. TRENDS
OPPORTUNITIES PARTNER ACTION: Ask every K-12 and higher education prospect about their E-Rate funding cycle and campus safety grant status. Both represent dedicated—and frequently unspent—budget for exactly the technology categories ScanSource partners sell. USE CASES BY PATHWAY CX and UC: Cloud-based UC platforms enable seamless communication between students, faculty, and administration. Zoom Rooms for Education revenue grew 31% year-over-year as hybrid classrooms became the standard. (Source: Mordor Intelligence, 2026) Mobility: 1:1 device programs require rugged tablets, MDM solutions, and reliable wireless infrastructure. Districts with MDM achieve significantly lower device loss and damage rates than those managing fleets manually. Networking and connectivity: High-speed campus networking ensures live-streamed instruction, video collaboration, and cloud-based learning platforms perform reliably for every student simultaneously. Security: AI-powered cameras, biometric access control, and integrated visitor management systems are now standard expectations in K-12 and higher education environments POS and Payments: Student stores, cafeterias, campus bookstores, and library systems require modern, integrated POS with contactless payment capability. Cloud: Cloud backup protects student records and institutional data from loss due to cyberattacks or hardware failure. FERPA compliance requires documented data protection practices at every institution.
Chatbots and virtual assistants handle enrollment inquiries, financial aid questions, and course registration- reducing administrative burden and improving the student experience at scale. Adaptive platforms adjust content difficulty and pacing to individual students in real time, requiring robust device fleets and reliable wireless infrastructure to function as designed. Campus safety technology is the fastest- growing education technology budget line. Gunshot detection, AI video analytics, and integrated emergency communication systems are being funded through dedicated safety grants in most states.
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SPONSORING SUPPLIERS. DO MORE
IN EDUCATION WITH SCANSOURCE’S
Solution combining power and accessories with leading access controllers. Altronix Trove:
A platform that unites CX and EX capabilities and drives business. Avaya Infinity:
Seamless collaboration solutions that connect students and educators. Webex by Cisco:
UPS that delivers cloud-enabled battery backup and surge protection. CyberPower PR1500RT2UCN:
Non-touch monitor with a commercial-grade display for continuous use. Elo 2210L:
Performance perspective from a digital experience monitoring solution. HPE Aruba Networking UXI:
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Sleek, boomless, on-ear comfort that delivers exceptional AI clarity. Jabra Evolve3 75:
Immersive, large-room video that includes every angle and voice. Jabra PanaCast Room Kit:
A rugged, adjustable, 20MP multi-lens camera with IR and audio. March Networks EL20:
Security simplified with AI, encryption, alerts, and no license fees. March Networks X-Series IPX Recorder:
ISC-BDL2-WP12 is an advanced, pet-friendly, wired motion detector. Radionix Blue Line Gen2 TriTech:
CDL2-15G (made by Bosch) is a reliable, top-level motion detector. Radionix Commercial Gen2 TriTech:
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RETAIL
Retail is the most dynamic vertical in the technology channel, and the most visible. Every consumer interaction with a retailer–in-store, online, mobile, or curbside—is a technology interaction. The retailers winning right now have built seamless, data-driven, technology-enabled customer experiences. The retailers losing are still running on systems designed for a pre-digital world—and their customers have noticed. For partners, retail means frequent refresh cycles, multi-location deployments, high device volumes, and a direct line between technology investment and measurable business performance. When you help a retailer improve checkout speed, reduce shrink, or optimize inventory—you can calculate the ROI. That makes retail one of the most compelling value conversations in the channel. The global retail industry is projected to grow from $35.18 trillion in 2025 to $50.86 trillion by 2030 , reflecting a CAGR of 7.65% .
Source: Infosys—Retail Industry Outlook 2025 (infosys.com)
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OPPORTUNITIES
Wireless Services
Physical Security
Mobility
Payment Processing
Self-Checkout Stations
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Retailers using AI-driven analytics are reducing stock-outs by 30%+ and cutting excess inventory carrying costs. The data infrastructure supporting this is a direct technology sale. TRENDS
OPPORTUNITIES PARTNER ACTION: The fastest payback conversation in retail is shrink reduction. Ask “What percentage of your inventory budget is lost to shrink each year? Have you calculated what a 20% reduction would mean to your bottom line?” USE CASES BY PATHWAY CX and UC: AI-driven virtual assistants handle product inquiries, recommendations, and real-time support across web, mobile, and in-store channels simultaneously—reducing pressure on associates while improving conversion. Mobility: Associates equipped with tablets or smartphones process transactions anywhere in the store, provide shelf-level product lookups, and accept payment curbside or at pop-up locations. Networking and connectivity: High-speed connectivity powers real-time video analytics, AR-assisted shopping experiences, and self-checkout kiosks simultaneously. Retailers running Wi-Fi 5 or older are throttling their own technology investments. Security: Multi-factor authentication, endpoint security, and AI-powered surveillance protect customer payment data, prevent inventory theft, and document incidents for loss prevention investigations. POS and Payments: NFC-enabled terminals support Apple Pay, Google Pay, and tap-to-pay. Customers who cannot pay contactless increasingly choose to shop elsewhere. Cloud: Cloud analytics predict sales trends by SKU, location, and time period–giving buyers and store managers the data they need to optimize pricing, promotions, and reorder quantities.
Real-time inventory management via RFID prevents the two most expensive retail problems: the item that’s out of stock when a customer wants it, and the item sitting in the back room when it should be on the shelf. IoT sensors provide foot traffic analysis, dwell time measurement, and queue detection, enabling retailers to optimize staffing, product placement, and checkout capacity in real time. PCI-DSS compliance requirements continue to evolve. Retailers without point-to-point encryption on payment infrastructure face growing liability exposure. Cloud-connected POS systems give operations managers real-time visibility into sales, inventory, and performance across every location–from any device, anywhere.
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DO MORE
IN RETAIL WITH SCANSOURCE’S SPONSORING SUPPLIERS.
U30: A big-meeting feel created in a small room with only one cable. Brady PC41/PC42E-D:
Retail access provided and secured by simple, strong authentication. Cisco Duo:
Battery backup and surge protection for workstations and more. CyberPower EC850LCD:
UPS system that is the unsung hero of retail’s digital transformation. Eaton BC350RNC:
UPS with cloud-based remote monitoring provides battery backup. Eaton Cloud-Connected UPS:
Cloud-based remote monitoring and management via mobile app or web. Eaton SMART1000LCDNC:
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All-in-one POS system with integrated NFC contactless payment support. Elo Pay Z30 “Tap to Pay”:
Reliable liner-free, thermal label printer that integrates seamlessly. Epson OmniLink TM-L100:
Workgroup color multifunction printer delivers outstanding quality. Epson WorkForce Pro EM-C800:
Wireless barcode scanner delivers performance at an affordable price. PDC Code CR2100:
High-performance, cordless scanner that features contactless charging. Zebra DS8288:
Cost-effective, rugged mobile computer with Wi‑Fi 7, 5G, and tap-to-pay. Zebra TC201:
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WMTL
WAREHOUSING, MANUFACTURING, TRANSPORTATION, AND LOGISTICS
The sectors that move everything—warehousing, manufacturing, transportation, and logistics—are undergoing the most significant transformation in their history. Driven by eCommerce growth, labor cost pressures, and supply chain resilience demands, these industries are investing heavily in automation, connectivity, and real-time visibility. For ScanSource partners, WMTL is a high-volume, high-frequency opportunity. Rugged mobile computers, barcode scanners, RFID infrastructure, wearables, and warehouse connectivity are all recurring purchases driven by device refresh cycles, facility expansions, and ongoing automation projects. The global logistics market is projected to grow at a CAGR of 6.5% from 2025 to 2030, driven by technological innovation and supply chain optimization.
Source: Grand View Research (grandviewresearch.com)
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OPPORTUNITIES
Connectivity
Scanning Wearables
Physical Security
RFID
Inventory Management Software
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TRENDS
OPPORTUNITIES PARTNER ACTION: Ask every WMTL prospect: “When did you last refresh your handheld scanners? For most warehouses, scanners are the highest-frequency replacement cycle in the building—and outdated scanners are the number one cause of inventory accuracy errors.” USE CASES BY PATHWAY CX and UC: UC systems enable real-time communication between warehouse operations, procurement, suppliers, and logistics partners—ensuring exceptions, delays, and changes are communicated immediately rather than discovered late. Mobility: Ruggedized handheld devices, wearable scanners, and voice-directed picking systems allow workers to move faster, make fewer errors, and generate real-time inventory data that feeds directly into ERP and WMS systems. Networking and connectivity: IoT sensors enable real- time monitoring of inventory location, temperature, and storage conditions–critical for pharmaceuticals, food, and high-value goods. Reliable Wi-Fi and private 5G is the backbone of warehouse automation. Security: AI-powered surveillance cameras and motion analytics automatically detect unauthorized access, safety violations, and suspicious activity—protecting both assets and works in high-value storage environments. POS and Payments: Delivery drivers with mobile POS devices accepts contactless payments at point of delivery, eliminating invoicing delays and improving cash flow for distributor customers. Cloud: Cloud-connected backup and disaster recovery systems ensure WMS and ERP data—the operational backbone of the warehouse—is protected and recoverable even if local infrastructure fails.
Collaborative robots (co-bots) work alongside human workers in picking, packing, and palletizing, increasing throughput without replacing headcount. Every co-bot requires connectivity, monitoring infrastructure, and safety systems. IoT-enabled smart shelving track stock levels in real time and trigger automatic reorders when thresholds are crossed— eliminating the lag between stock-out and replenishment. AI-powered routing software analyzes real-time traffic, weather, and delivery constraints to optimize routes on the fly, reducing fuel costs and improving on-time delivery rates. 5G-enabled vehicle connectivity (V2V and V2I) enables real-time coordination between truck, loading docks, and traffic systems, improving safety and reducing idle time at distribution centers.
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IN WMTL WITH SCANSOURCE’S SPONSORING SUPPLIERS. DO MORE
Single-pair ethernet adapter kit transmits data up to 1,000 meters. Altronix Pace1KRT:
A modernized, reliable, and resilient platform built for scalability. Avaya Nexus:
Ultra-rugged computer with FlexRange scanning and 5G connectivity. Brady CK67:
Converged, secure industrial access from anywhere, on any device. Cisco Secure Access:
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