PRINT
IT
RESELLER.UK
23
INFORMATION MANAGEMENT
Getting it right
Bhattacharya adds that, taken together, the
three elements of the ecosystem – Science,
Technology and Partnerships – deliver
three end-user benefits:
n
The Right Fit:
“We are able to offer
information capture that is seamless to
customer businesses. We have trusted
partners to deliver the right solution; we
have best-in-class scanners, ranging from
desktop to high value production models;
and we are able to work in the customer’s
environment to optimise their overall
investment,” he said.
n
The Right Experience:
“This is about
ease of use, the user experience, everything
we offer in terms of easy management
and set-up and the fact that we can bring
in a set of services that allows remote
monitoring and inspection to make sure
that our scanners are up and running and
to handle preventative maintenance, as
and when required.”
n
The Right Results
: “Through the
ecosystem we expect to be able to offer
our customers a higher ROI and a lower
cost and, at the same time, the highest
quality of captured data. If that initial
capture is not of the highest quality and
reliability, anything that happens to the
data in the rest of the workflow is going
to be sub-par. Our imaging excellence and
optimised scanning allows more accurate
information capture and minimal rework,”
he added.
Partners play a central role
The Kodak Alaris partner network clearly
has a central role in delivering on the
promise of greater productivity, reliability,
efficiency, scalability and simplicity. While
Kodak Alaris is investing in training and
a plethora of sales tools to help existing
resellers on what Bhattacharya calls ‘the
journey of information capture’, it also
aims to work with a new breed of partner.
Suppliers of
Copiers & Printers
Around the Globe
Our strength is in our passion and
commitment to our clients.
Established over 20 years, International
Copiers are the leading supplier, exporter
and buyer of used copiers in the UK.
We provide our customers with high-tech,
high performance products at
competitive rates.
To discuss your fleet disposal
requirements or refurbished MFP
requirements call 01189 220 100
“The partners we had in the past were
more traditional hardware partners. We
still trust them, we still rely on them, but
as we make the shift to more of a software
and services-led organisation, there needs
to be a change in the types of partner we
deal with. That’s a journey – it is not going
to happen overnight – and to help with it
we are investing a lot in portals, in sales
training, in demo days, in making sure the
partner understands the ecosystem and
what role they might be able to play as
they embark on this journey,” Bhattacharya
explained.
“We are looking for partners who are
selling more on value and less on process;
partners who are looking not just to churn
the business with existing customers who
have scanners that they renew every two
or three years. We are looking to own
the business process, rather than just
being the scanner in the business process.
In order to own it, we are looking at a
number of different elements beyond
just capture – it’s about extraction; it’s
about optimisation; it’s about analysis and
insight.”
Bhattacharya added: “Our unique
perspective on this is based on imaging
science – that is our USP; that’s what
makes us stand out from everyone else
in the market place. We are taking the
legacy of our expertise in imaging on
the hardware side and applying it on the
software and services side. That’s the
key change we are trying to make as we
embark on this ecosystem journey.”
Prospective and existing resellers will
have the chance to find out more about
the new ecosystem, what it means for
them and how it is impacting product
development at a series of roadshows
Kodak Alaris is holding throughout EMEA
later this year.
/
ecosystem
