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managed print services
Print.IT Reseller
30
Carl Day (
CD
), Sales Director Indirect
Division, Toshiba TEC UK Imaging
Systems Ltd:
“Typically a dealer will
understand the need to build a long term
relationship with mid-market clients; many
will have client relationships in this sector
that span decades and are built on the
dealers’ ability to provide a high value
service with flexibility around products and
pricing.”
Helen George (
HG
), Channel Marketing
Manager, Kyocera Document Solutions
UK Ltd:
“Organisations in the mid-market
are well served by dealers of a similar size,
geography and local approach. Our indirect
channel model fully supports this intimacy –
we work with our channel partners to deliver
the innovation and support they need, while
they provide the local knowledge and the
close relationships that end-users require.”
Jonathan Whitworth (
JW
), Managing
Director DSales UK Ltd:
“In any channel
sales model, the channel partner must add
value to the sale in order to justify their place
in the distribution chain. A local supplier will
always offer more intensive and personalised
levels of support than a multinational
manufacturer.”
Greg Wilson (
GW
), Marketing Manager,
Managed Print Services Canon UK
& Ireland:
“In the mid-market, there is
increasing demand for a service driven
approach (evidenced by the growth of MPS)
which in turn represents an opportunity
for partners to diversify and grow their
business as they demonstrate their service
capabilities.”
CD:
“A dealers’ product is its customer
service, not just from a maintenance
perspective, but its entire offering from
first engagement to installation, upgrade
and beyond. In the main, clients are happy
to deal with independent suppliers as
they can see the strength in the dealer/
manufacturer partnership and the benefits
that brings to them. We believe that we
deliver innovation in the product but it’s
the dealer that provides innovation in
customer service.”
JW:
“An independent dealership
recognises that it is far harder to win new
customers than to retain existing ones.
MIF is what gives a dealership business
its value so it is in the independent’s
interest to foster good long term customer
relationships based on trust. And you
can only achieve that by providing good
impartial advice on document workflow
solutions that really meet customers’
needs.”
The independent approach
to managing print
Photizo figures suggest that the MPS market in Western Europe
is set to grow from
€
20.5 Billion in 2012 to
€
34 Billion by 2015.
According to Quocirca, the mid-market is typically best served by
the channel, which can often provide more flexibility and more
innovative pricing structures, along with multi-vendor service and
support.
PITR:
Is the mid-market
best served by the
channel?
Greg Wilson
(
GW
), Marketing
Manager,
Managed Print
Services Canon
UK & Ireland
Helen George (
HG
),
Channel Marketing
Manager,
Kyocera Document
Solutions UK Ltd
Carl Day (
CD
),
Sales Director
Indirect Division,
Toshiba TEC UK
Imaging Systems Ltd
Jonathan
Whitworth (
JW
),
Managing Director
DSales UK Ltd
Print.IT Reseller
asked a number of leading
manufacturers their views on the value of the
independent and to explain how they support
channel partners in delivering MPS solutions.
PITR:
What value does
the independent bring
to the table from an
end-users’ perspective?