"[Baur] is a lot like us. He loves to win, hates to lose … and is also compassionate," Rick Dellar, co-founder for Intelisys, told the standing-room audience of channel partners.  

Baur also guaranteed partners that ScanSource, like Intelisys, has no interest in working directly with end customers, or "stealing accounts." The carrier contracts and payment schedules that Intelisys has in place today also won't be changing.

"If you look at what Intelisys does, and what ScanSource is, it's really simple," Baur said. "Over time, the channel is the only way to grow efficiently, and customers want that trusted advisor … I love seeing independent business owners that are really successful. We live to serve you."

Businesses will continue to lean on their partners to help them manage the changing IT landscape, and solution providers are the perfect "agents of change," Pryfogle said.

"We are really good at this," he said. "[With ScanSource], we'll be able to go bigger, and accomplish things we've never accomplished before."