ScanSource’s Mark Bunnell weighs in on why emerging tech in distribution is trickier (and more exciting) than it looks.
The distribution world looks seamless on the surface, but behind the curtain it’s a constant balancing act of new vendors, complex contracts, and fast-changing customer demands. Few people have a better view of that (and the opportunities inside it) than Mark Bunnell, VP of Suppliers for New & Emerging at ScanSource.
In this edition:
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Why ScanSource bets big on “new and emerging” tech each year
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The hidden complexity of two-tier distribution and what it means for partners
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What to expect at the upcoming ScanSource Partner First 2025 event in Arlington, TX
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ScanSource and the New & Emerging Edge
ScanSource is a technology distributor in North America founded in 1992. They provide hardware, software, connectivity and cloud services in what they call a converging market.
According to Mark, a converging market means customers no longer look for point solutions in isolation. They expect technology to come together as part of a complete outcome: networking tied into cloud, collaboration linked with mobility, security embedded across it all. For distributors like ScanSource, it’s about blending categories that used to stand alone and offering them as integrated solutions partners can deliver confidently to their end customers.
Mark has been with ScanSource for 20 years, and today he leads supplier relationships in new and emerging tech as well as physical security. His team brings on 20–30 new relationships annually, spanning everything from networking and security to drones and robotics.
For Mark, it’s not about chasing hype. It’s about staying ahead of the curve: “We want to make sure we’re offering the best solutions to the market, whether it’s robots, drones, cloud, or established players who can enhance what we already bring to our partners.”
Turning Turbulence Into Trust
Onboarding new vendors is not simple. OEMs accustomed to direct agreements often need to be re-educated on how two-tier distribution works. Add in tariffs, supply chain pressures, and the challenge of aligning multiple hardware and software partners, and the complexity quickly multiplies.
Shasta Cloud’s model of disaggregation adds another layer. Instead of a single vendor portfolio, we bring together multiple hardware providers, software platform, and services. That means more moving parts and more coordination behind the curtain. To someone managing it all, it is anything but simple.
But for the partner, it could not be easier. As Mark explained, “Instead of doing one deal, we were able to take four and represent it to partners as one seamless solution. It’s an easy button.”
That is the heart of the partnership. Shasta Cloud and ScanSource take on the heavy lifting of disaggregation, turning turbulence into trust so MSPs can focus on what matters most: delivering outcomes for their customers.
Partner First: Where Emerging Meets Established
Next week, ScanSource hosts Partner First in Arlington, TX, with more than 600 partners expected. For Mark, events like this are not just about the booths with the biggest logos. They are about the conversations with everyone, MSPs and vendors alike, big or small. It’s where the newest ideas and best collaboration often comes to life.
This year, ScanSource will showcase its Integrated Solutions group in a dedicated pavilion, debuting innovations in AI, robotics, and drones, many of them not yet widely released to the channel.
For Shasta Cloud, Partner First is a chance to share how our model helps MSPs cut through complexity, protect margins, and deliver a seamless experience to their end customers. We are excited to bring that story to the ScanSource partner community and show how working together creates real, tangible value for MSPs navigating a rapidly shifting market.
If you’re attending , let’s find a time to meet! Reach out and we’ll set something up.
Final Word
For Mark Bunnell, “new and emerging” is not just a category. It is a way of keeping the channel relevant and responsive. His perspective reminds us that distribution is not just about boxes moving through warehouses. It is about adapting quickly, making complex things simple, and opening the door to what is next.
At Shasta Cloud, we are proud to be part of that story, but the real value here is Mark’s lens into how ScanSource makes the market work.
Let’s make it easier together.
