Print.IT Reseller - issue 51

01732 759725 40 VOX POP Phil Jones, Managing Director, Brother UK “We’re seeing a strong trend towards solutions and services being the primary topic of conversation with SMBs. It’s no longer a question of ‘What do you do?’ but ‘What value can you add? “In larger SMBs, there’s a movement towards fewer suppliers and strategic partnerships, so it’s key vendors are in the mix here either as a trusted advisor or as a partner to a reseller who is front ending an end to end IT solution. We’ve been re-designing our portfolio for some years and now have over twenty four services, distinct from hardware, which our partners can offer – including estate management and optimisation, PRINCE2 project management and advanced reporting within their wider offer. “We’ve already been successful in winning major pieces of business – in conjunction with key partners – where Brother fulfils just the print part of a wider IT services agreement being secured.” www.brother.co.uk James Pittick, Director of B2B indirect sales, Canon UK “At Canon, our go-to-market approach is based on end-user preferences as well as staying on top of key trends such as digital transformation and print as a service. To keep up with customer need, we have an increased focus on indirect routes to market, providing continued support to our traditional partners, but also leveraging and expanding relationships with IT resellers, systems integrators and ISVs, to ensure customers have access to our market leading portfolio through an omni-channel approach. “As the needs and requirements of customers develop, we apply our insights to provide practical tools to help partners develop their businesses for the future. Canon has been supporting print channel partners in the ‘shift to add services’ for many years now and our transformation programme offers partners business planning, pre-sales support and demand generation advice. Quocirca’s Global Print 2025 report reveals that print manufacturers are set to lose their influence on customer relationships in favour of IT service providers that deliver print services as part of a broader offering The study found that typically, SMBs do not typically look to traditional print channel partners or print vendors as a source of innovative services beyond print. They are more likely to turn to existing IT service providers focused on business outcomes, rather than speeds and feeds. “The SMB market is an area with huge growth potential and we will continue to support partners, so they can evolve their offerings to meet customer demand in a fast moving marketplace. Print partners should not only be about ‘speeds and feeds’ they can use their expertise to support customers through various IT challenges and pitfalls.” www.canon.co.uk Lars Hargaard, Marketing Director, OKI Europe (UK & Ireland) “OKI has been evolving over the past five years or so, putting a greater focus on document management and supporting its reseller partners in their move to a more consultative business model rather maintaining a product-centric approach. “Because of this emphasis on document management and smart computers, we have been moving away from ‘speeds and feeds’ selling for a good while now, encouraging channel partners to align their sales to a prospect’s business goals. “We have recently brought together our entire EMEA sales operation under the one umbrella, strengthening and simplifying our structure to help continue this evolution, believing that will enable the agility and the closer relationships with the channel that the digital future will demand. “Having said this, some of our channel partners report they are winning business from IT consultants who don’t have the knowledge of printers or their support, so I think there is an opportunity here to work in partnership to devise a total – rather than – piecemeal solution.” Is it time to step up a gear? Some of our channel partners report they are winning business from IT consultants who don’t have the knowledge of printers or their support PrintIT Reseller asks this month’s panel to comment on how they are changing their go-to-market approach to build IT services credibility and reputation. Phil Jones James Pittick Lars Hargaard