Partnering With VARs Outside Your Technology

Tony Sorrentino, Vice President of Sales for ScanSource Security, talks with Jameson Publishing and Business Solutions magazine President Jim Roddy in this exclusive Executive-To-Executive interview. In this interview, Sorrentino discusses the steps to establish an effective partnership, details time-saving tips when forging a partnership, and outlines what obstacles and benefits a VAR can expect in this venture.

"Now that everything in security is moving onto the network and moving from analog to IP, there's a lot of new opportunities out there," Sorrentino says. "There are a lot of people making a play for physical security whether it's an IT integrator, a point of sale dealer, a telecom dealer, or even traditional security dealers who are expanding their offerings... We've seen some great partnerships take place with our telecom partners partnering with traditional security integrators as well as our point of sale dealers partnering with some of our security integrators."