01732 759725
INTERVIEW
48
For more information please email
marketing
@
paper.co.uk or alternatively visit us at
Tried, Tested
and Trusted
to Deliver
An excellent range of office papers that have been
specially developed for a wide variety of applications
from professional colour documents to
every day printing.
Ava ilable from the
Ricoh Pro Graphic Uncoated
Ricoh Pro Office Premium
Ricoh Pro Office Standard
Ricoh Pro Office Economy
Ricoh Pro Office Light
Ricoh vert ad 2-15 26/02/2015 13:51 Page 1
number 8 in the market. If you look at the addressable market we play in, we
have moved to seventh. Cast your mind back 12 months and we were 12th or
13th in that market.”
Ash says that much of the growth is being driven by the IT reseller and OA
channels and that they are likely to grow in importance as Samsung continues
to draw on its expertise in other areas, such as mobility and displays.
“We focus our resources on B2B sales, and growth really is in the IT reseller
and OA channels. That’s not by accident; that's where we are focusing our
resource and it’s a key growth area for Samsung as we launch new products,
innovate, bring new technology to market and leverage cross-platform support
i.e. mobility, display etc.. We are anticipating significant growth there again
this year. We are planning to double that business again this year.”
App revenue
He added that the Android platform on the MX4 and MX7 gives channel
partners a great opportunity to develop new sources of revenue.
“We will be launching new apps for our customers in a dedicated app
store in March. We will develop apps and we are encouraging our partners to
develop their own and use them as a differentiator or as a revenue-generating
opportunity,” he said.
As an example of a Samsung app, Ash highlights the Smart Service app,
which enables a partner’s service department to view real-time service
information by connecting a smartphone or other smart device to an MX4
or MX7 by cable or NFC. If there is an error code, the app will play a video
demonstrating what’s wrong and how to put it right. This, it is claimed,
significantly speeds up device management and servicing.
Third party apps are still under development or in the beta-testing phase,
but Ash is excited by the possibilities they offer, especially in specific vertical
sectors.
“What’s really exciting is when we look at the vertical sectors in which
[customers developing] apps operate. We have High Street retailers who are
developing apps that enable them to use the display on the device as a kiosk,
so someone can walk in, access the retailer’s website and pull off content.
We are also working with some well known DIY chains in the UK and it’s
incredibly exciting looking at what they plan to do with it.”
Enterprise appeal
Ash says that these sorts of capabilities, and Samsung’s IT expertise in
general, are very helpful in bringing Samsung to the attention of enterprise
customers, where Samsung needs to grow its business.
“We have two types of customer; the SMB and the enterprise. Within SMB,
Samsung is already very strong. For a long time, we’ve been number 1, 2 or
3 in the A4 market space, depending on the month, quarter or year. People
know us very well there; we are tried and trusted. In the large enterprise
space, what’s fascinating for us in the journey Samsung is on.
“The growth we have experienced in the Samsung B2B and Samsung
Business Enterprise Teams has been phenomenal, and it is largely driven by
...continued
Mark Ash, Head of Print, Samsung UK & Ireland
