Print.IT Reseller - issue 62

Barthet said. He continued: “I don’t think anyone else in the marketplace can offer the range of services that we provide to our dealer partners from a single source. There are other OEMs that do IT etc. but they seem to service the channel through a completely different organisation.” Looking to the future Speaking about his new role at the helm of the UK business, Tonna-Barthet said that his main focus is on continued growth. “Kyocera has grown by just over ten per cent this year largely due to the fact that we have moved away from a hardware-led break-fix infrastructure type customer relationship to a much more process-led services-based dialogue. “We are much more engaged with the customer on an IT strategy level rather than simply fulfilment of hardware. “In the A3 colour space we’ve seen over 20% growth in market share in a market that’s only grown by four per cent – I don’t think any other manufacturer can boast that,” he said, adding: “Two of our products in the A3 colour space are in first and fourth place for market share that’s because we are producing some terrific products right now and because we are partnering with the right sort of vendor partners.” Tonna-Barthet sees a lot of opportunity to work with existing partners, to attract new partners into the Kyocera fold and to build on its success within the distribution channel where the company has almost doubled business over last two years. “Future success will come from a combination of organic growth in the Annodata business by continuing to focus on the non-print strategy and in the indirect space, from growing our services and dealer channel, continuing to work with distribution partners and working differently with our SI partners,” he said. “On the indirect side we want to work with our partners to help them sell IT services. What we will do is be much more of a partner with our vendors, they all have a legacy of very good and very talented print sales people and they’ve now got to start selling to a different audience within a customers’ organisation. We’re investing heavily in people that can assist them to start contracting different types of revenue into their organisations. And we have terrific direct sales experience that we are able to leverage to help SIs win more print business that they are increasingly looking to secure.” Under Hiro Katsukura’s leadership, Kyocera has been transformed with the acquisition and subsequent integration of both MCL and Annodata’s direct print, ICT, UC and mobile business, and in doing so has seen the organisation grow from £78m to £144m. “Hiro has done a fantastic job here in the UK he has led a business that has doubled in size and Kyocera has grown by just over ten per cent this year largely due to the fact that we have moved away from a hardware- led break-fix infrastructure type customer relationship PRINT IT RESELLER.UK 29 BUSINESS UPDATE Renewed brand identity Kyocera has refreshed its global corporate brand identity, to reflect its increasing role in helping clients to capture the opportunities of the world’s digital economy. The core idea behind the new brand identity is to help organisations put knowledge to work to drive change. The new brand concept expresses Kyocera Document Solutions’ priority of unifying its global resources in expert talent and technology excellence to integrate hardware, software and service solutions to help clients maximise their business potential. A comprehensive set of communication tools, including visual gestures in a handwritten style, unique graphic icons and a bold new colour palette have been created to capture both the human and technological resources that come together to yield excellence in the design of total document solutions. fundamentally transformed from an indirect dealer only market to a direct, indirect, distribution and SI business. He’s been inspirational and a great mentor to me and the entire leadership team,” Tonna-Barthet said. “I am delighted that Kyocera Corp have confidence in the management team we have developed here, that they don’t feel that they need to fly anybody in to be able to direct. It is a great honour to be leading the group. I look forward to continuing with our mission to build on our philosophy and core values and significantly increase the innovative service proposition that our partners and direct clients have come to know us for. We have a strong leadership team made up of senior team members from both organisations, we have worked really hard to get the right balance and we are now able to really drive the business forward. I’m really looking forward to the next few years,” he concluded. kyoceradocumentsolutions.co.uk