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48
Q&A
View from the channel
Q:
What are your customers most
interested in?
A:
Data security is definitely on the agenda
for organisations in every sector at the
moment. I’m finding that there is a lack
of awareness of the potential risks, and in
so many instances, end-users don’t even
realise that they have a problem to solve.
We’re also seeing that the need for cloud
connectivity is becoming more and more
important.
Q:
Do clients have the same
understanding of industry terms such
as BYOD, MPS or MDS, as we do?
A:
Personally I try not to use too many
buzz terms, as it’s best not to assume a
level of knowledge. MPS is now a fairly
well known term, however some end-users
still don’t know what an MFD/MFP is. To
them it’s still a copier...
Q:
Where are you seeing most
traction at the moment, are there
any verticals that are particularly
strong?
A:
At Midshire we work across all sectors,
including education, and we’re performing
strongly in all of these areas. Legal firms in
particular seem to be keen to modernise
the way that they handle documents,
and I think that this is leading to lots of
investment in print management software
that will integrate with case management.
Q:
When selling MFPs, what are the
most popular software solutions you
provide and why?
A:
Print management is by far the most
popular software solution that we provide.
A package such as PaperCut, which factors
in cost management, waste reduction,
reporting, follow-me and user accounting
is a great value purchase for a business
of any size or type. We’re also finding
that OCR scanning has become more
prevalent, as it’s become more accessible
and affordable.
Q:
Where do you get information on
the latest products and solutions,
and do you feel that the OEMs are
doing enough to educate their
channel partners?
A:
Our partners are always proactive
when it comes to training and updating
Nick Rose, Sales Manager, Midshire Business Systems Northern
our teams on advancements within the
industry. We ensure that we’re constantly
refreshing our knowledge on all aspects,
and are supported very well by the
manufacturers that we work with.
Q:
Is your patch particularly
competitive – is it national or local
competition that you face?
A:
It feels as though the industry is more
competitive than ever. The big are getting
bigger, and there are more new dealerships
popping up that are keen to grow as
quickly as possible. We’ve always found
that maintaining a focus on ourselves
helps to keep our eye on the ball. We take
all levels of competition seriously enough,
but spend more time ensuring that we’re
getting our bit right.
Q:
How do you spend your week –
time on phone, face to face meetings
with customers etc.?
A:
I’m sure every Sales Manager would
agree that no two weeks are ever the
same. It’s about ensuring that there’s a
focus on driving sales forward across the
business, whilst making sure that as much
time as possible is spent interacting with
customers. It’s important not to lose sight
that putting talented sales people in front
of as many end-users as possible is the
best way to ensure that we continue to
enjoy short- and long-term success.
Q:
What would make your job easier?
A:
Hungrier and more enthusiastic
young people, that are determined for a
successful career in sales. That’s what we
need to continue our growth. Another hour
in the day would also be great.
We’ve
always
found that
maintaining
a focus on
ourselves
helps to
keep our eye
on the ball
