Print.IT Reseller - issue 53

01732 759725 48 Q&A View from the channel Q: What are your customers most interested in? A: Security, data protection, print mobility, BYOD – all of these are being discussed along with price and service delivery, but a key discussion point being brought to the table from our customers is what else can you do to help our business? Q: Do clients have the same understanding of industry terms, such as BYOD, MPS or MDS, as we do? A: In the vast majority of cases, yes. Q: Where are you seeing most traction at the moment, are there any verticals that are particularly strong? A: Retail has been a big growth area for ZenOffice over the last 12 months along with the print for pay market that demands high quality print and service. Dale Needham, Group Sales Director, ZenOffice Internally, we find time each week to discuss new technologies and changes in how businesses work Q: When selling MFPs, what are the most popular software solutions you provide and why? A: Our most popular software solutions revolve around print management (follow me solutions) and document management. 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: Internally, we find time each week to discuss new technologies and changes in how businesses work. We are supported well by both hardware and software partners. Q: Is your patch particularly competitive – is it national or local competition that you face? A: All projects involve competition and they vary from local to national competitors. Q: How do you spend your week – time on phone, face to face meetings with customers etc.? A: Our week is very structured and it will involve a half day training/team meeting with the rest of the week split between a day on the phone and the rest in front of customers (approx. 10 meetings per week). Q: What would make your job easier? A: Additional face to face sales people www.zenoffice.com