At a Glance

  • Channel consulting firm JS Group announced on Thursday (announcement) that it has hired former ScanSource supplier services leader Paul Constantine as chief engagement officer.
  • Constantine will help suppliers, distributors, and channel partners develop go-to-market roadmaps and will be a member of JSG's executive leadership team.
  • Constantine most recently served as executive vice president of supplier services at Intelisys, a ScanSource subsidiary. The technology services distributor announced on Thursday (LinkedIn post) the appointment of Casey Huffling as senior vice president of partner and supplier success.

Deep Dive

The consulting firm founded by former Verizon channel leader Janet Schijns is bringing in a former TSD executive as its relationship with technology services distributors (TSDs) continues to expand.

Earlier this year, JSG partnered with Technology Sales Channel Professionals, an industry association linked to TSDs, to release afinancial analysisof the agent/consultant sales model. Constantine said Schijns and JSG's research has proven the value of the TSD model to large telecom carriers.

"They were skeptical before, but now they see the numbers, they see the facts. It's up to all of us now to help them capitalize on this dynamic," Constantine told Channel Dive.

Constantine has led Intelisys' supplier services division since 2020. The TSD was acquired by ScanSourcefour years ago. Now, he will work with companies he previously viewed as competitors, though Constantine said cross-industry collaboration has always been part of his job.

"We've always had a 'mutually beneficial' attitude and have been strong advocates for the channel, distribution, the TSD model, and our partners," Constantine said.

After leaving ScanSource, Constantine had planned to take time off but was recruited by JSG. Schijns said Constantine had actually already been advising partners in the ScanSource community.

"It wasn't just about Intelisys or ScanSource as their distributor," Schijns said. "It was 'I'm really struggling. Should I hire this person? Should we expand? Should we change our plans? What should our compensation look like?' They always went to Paul for advice."

When Constantine joined ScanSource in 1999 to lead merchandise management for its point-of-sale and barcode division, ScanSource's net sales werejust under $300 million. Over the years, he held various roles, including president of EMEA. As of the fiscal year ending June 30, 2025, the company's net sales exceeded $3 billion.

Casey Huffling, a 20-year ScanSource veteran who previously served as senior vice president of North American POS and barcode, will succeed Constantine. Intelisys in 2024appointed Ken Mills as its new president。