PRINT
IT
RESELLER.UK
25
Q&A
Office Paper
The paper that plants trees
C
A
R
B
O
N
C
A
P
T
U
R
E
C
E
R
T
I
F
I
E
D
CO
2
Helping create new
native woodland in
the UK by
supporting the
Woodland Trust
High white, totally
chlorine free
office paper
Carbon Capture -
CO 2 emissions
captured by
planting trees
Produced to the
most demanding
environmental
standards
For more information please email
marketing
@
paper.co.uk or visit our website
Brands of Office Papers
T P
Follow us
NOW AVAILABLE
IN
80
GSM
Andrew Harman,
co-founder,
Annodata
PITR:
How did Annodata end up
being bought by Kyocera?
Harman:
We went out to the market
about 12 months ago and at the end
of the day we looked at the strategic
benefits of being with Kyocera. They
were looking at how we had developed
and enhanced our proposition with IT
services, which is the way the market is
going. Cloud hosting, mobile telephony
and a wider client offering beyond our
traditional MFP/printer proposition
have given us us a strategic advantage.
Kyocera considered us not only because
we are a business they can put into a
direct proposition, but also because
they can utilise the services we have
been selling to our clients over the last
two years.
PITR:
Are you going to be run completely separately?
Harman:
We are going to be independent and we are keeping the name
Annodata. The exciting news, which was one of the reasons for doing this deal
with Kyocera, is that they want us to keep all our staff. In fact, we are currently in
the process of taking on an additional eight people this month (December) and
another 10 or 12 next month (January), so there’s quite a big expansion in place.
PITR:
What are you taking on the new recruits for?
Harman:
One thing is to support the recent Crown Commercial Services
framework that Kyocera has won a place on (see page 41) and the framework
we are on in conjunction with them (see overleaf). Another is to support some
of the resellers in Kyocera’s dealer channel. We will be able to offer additional
services to Kyocera dealers that they currently don’t have, like the cloud offering
and IP services. Kyocera will be able to offer that out to their clients, along with
nationwide service.
PITR:
So the idea is for dealers to sell IT services delivered by you?
Harman:
Effectively, Kyocera’s strategy is to go to their partner channel and
explain how the introduction of Annodata will give them the ability to offer
digital services, saying ‘Now you will be able to provide digital services to
your clients, which you couldn’t do before’ – the majority of resellers are very
localised and don’t have that national service capability. Secondly, it gives
Kyocera an easy route to market that they can take to their clients. Rather
than investing in infrastructure themselves, dealers can utilise the services
that Kyocera have acquired to offer cloud hosting, IT services, mobile print.
So it gives Kyocera a proposition that they can promote and offer out to the
dealer community. The third point is that Kyocera has been awarded the main
Government contract and has an obligation to support that, so we are beefing
Following the announcement of Kyocera’s acquisition
of Annodata,
PrintIT Reseller
spoke to Andrew Harman
about what the acquisition means for the company he
co-founded. For more coverage, including comments
from Kyocera, please turn to page 40.
Annodata:
the next stage
continued...
