The pace of technological change is accelerating—and with it, the expectations placed on today’s solution providers. No longer are there just hardware resellers in this landscape. They’re becoming architects of connected, outcome-driven ecosystems. To succeed, solution providers must embrace integrated solutions that unify technology, deliver measurable outcomes, and strengthen long-term customer relationships.

Navigating a new era of technology integration

Businesses today cannot afford fragmented systems. Customers expect seamless, consistent experiences across every touchpoint—digital ordering, payments, loyalty programs, and beyond. VARs and ISVs need to stay relevant, moving from selling tools to creating platforms. These platforms should connect important systems into one solution.

Integration isn’t just a technical upgrade; it’s a strategic transformation. The solution providers who thrive are those who aggregate systems—POS, payments, inventory, networking, loyalty, and reporting—into ecosystems that improve efficiency, enhance customer engagement, and increase revenue. This platform-first mindset is becoming essential to partner success.

Building value through the Integrated Solutions Group

ScanSource created the Integrated Solutions Group to help partners move beyond transactional sales and embrace integrated, value-added services. By combining hardware with better connectivity and support, VARs and ISVs can boost profits and build stronger customer relationships.

The group launched with the acquisition of Advantix, a leader in managed connectivity and wireless enablement.

With technology advancing rapidly, opportunities to deliver new integrated solutions to existing customers are nearly endless. VARs and ISVs that leverage ScanSource’s portfolio can offer outcomes—not just products.

Three keys to creating stickier solutions

1. Extend mobility beyond four walls

Customer engagement increasingly happens outside traditional storefronts. That makes wireless connectivity and mobility critical. Restaurants, retailers, and event spaces need reliable, secure connections at curbside, in pop-ups, and during high-demand events. By auditing device landscapes, enabling endpoints with SIM-based failover, and offering managed wireless services, VARs and ISVs can keep businesses connected while opening new revenue streams.

2. Shift from transactions to platforms in POS & Payments

Today’s most successful partners move from a one-time installation to a platform-first approach. Start by building trust with a core POS deployment. Then, layer in solutions such as digital signage, kiosks, mobile ordering, or QR-based payments. By creating a multi-step plan for each customer, VARs and ISVs can grow and provide lasting value.

3. Turn wireless into a recurring business opportunity

Wireless is no longer optional, it’s a differentiator. While it requires some new knowledge, distributors like ScanSource make it simple with training, embedded capabilities, and support. VARs and ISVs can start small by solving customer pain points, then expand into wireless cost management, optimization, and ongoing connectivity services. This transforms wireless into recurring revenue and strengthens customer loyalty.

The new role of the solution provider

The future of VARs and ISVs is to become even more strategic, creating integrated solutions that change with customer needs. By unifying systems, extending mobility, and embedding wireless connectivity into business operations, solution providers can redefine partner success and deliver transformation—not just technology.

At ScanSource, we’re committed to equipping partners with the tools, training, and support needed to grow and adapt. Together, we can build ecosystems that evolve with businesses. Because partner success isn’t just about selling—it’s about creating integrated solutions that drive long-term growth.