Steve Holmes, EMEA Regional Director, PaperCut: “Our channel partners are familiar with the benefits of cloud, as are many of their customers. We work hand in hand with them to help them articulate the many benefits of migrating their print to the cloud, which is made easier for two reasons; our solutions are cloud-friendly, and there is channel-value inherent in them. “This gives us and our partners a solid starting point. By way of example, PaperCut Multiverse – which is our remote print management and support platform solution – adds visibility and control for partners across PaperCut products. It delivers a ‘single pane of glass’, which makes it far easier to seamlessly transition from the more traditional reactive to proactive support models, and to remotely monitor and manage customer PaperCut instances from anywhere at any time. This makes implementing, monitoring, supporting, and adding value to PaperCut customers far easier for our channel partners. “Additionally, PaperCut’s partners can choose from comprehensive asset resources designed to support them. These range from a global network of local PaperCut post- and pre-sales experts to a dedicated learning and development platform. This is supported by a wide array of marketing assets and industry-leading support. Continually focusing on our channel ecosystem and offering value added tools, has enabled us to work hand-in-hand with partners of all sizes across the globe.” www.papercut.com Gary Mellor, Professional Service Manager, Sharp UK: “Providing our channel partners with sales education is really important to us. We ensure that services and shared service models that give our partners the confidence and backing to meet their customer needs. “Market presence – we are pivoting into the digital transformation arena to provide thought leadership and direction to improve our brand presence, but also assist with credibility in partnership and customer engagements. “Value propositions – we are investing in creating unique value propositions in a quick and agile approach, to enable our partners to remain relevant in the marketplace. “Partnerships – we are reviewing how we partner with leading vendors to enhance our propositions and remain relevant to today’s requirements. “Enablement – we are building an enablement engine to ensure that partners are trained and have the right resources and support around them to succeed. “The ability for specialist partners to add value to customers’ varied landscapes is growing, and we believe that our approach and development will further strengthen our partnerships in the channel.” kyoceradocumentsolutions.co.uk Henning Volkmer, President & CEO, ThinPrint Inc: “ezeep has long offered a lucrative, easy to manage partner program that automatically pays a substantial partner reward for every transaction a partner’s customer has though ezeep. From the initial deal, to the renewals, to increases in user numbers or plan upgrades, ezeep’s partner program ensures that our channel partners are rewarded for their work. “ezeep’s teams can back up a channel partner’s team or be directly involved with a customer. While the primary contact for a customer is always a partner’s team, channel partners can rely on ezeep’s support during design, roll-out and operation of a project through ezeep’s professional services and support teams.” www.thinprint.com we inform them of the changing trends, cloud options and the benefits that cloud-based solutions can provide. We also promote the available technical and sales focused online training that will help provide the knowledge and skills required to support their customers’ cloud journey. In addition, we provide marketing collateral on our cloud print management offering, as well as Sharp pre-sales consultants that can support our channel partners in their customer cloud-based discussions. It’s really important to us that we support our channel partners and do what we can to set them up for success.” www.sharp.co.uk Gabriella Garner, Senior Director, Product Marketing, Kofax: “The vast majority of Kofax business is driven by partners. We offer world-class training and professional services to aid our partners to serve their customers the best they can. This includes analysis, design and deployment of the best system architecture for their print and capture needs. We’ve also designed our SaaS cloud application to be the easiest to deploy in the market, making it a frictionless user experience (user means the end-user and the IT staff). Furthermore, our open APIs allow for robust and industry-specific solutions.” www.kofax.com Mark Ash, Chief Revenue Officer, Konica Minolta: “Cloud print services are a vital element in our holistic IT services offering which is available to end-users through Konica Minolta’s expert channel partners. With our considerable technology resources and expertise, we enable PRINTITRESELLER.UK VOX POP 43 Continually focusing on our channel ecosystem and offering value added tools, has enabled us to work handin-hand with partners of all sizes across the globe continued... Henning Volkmer Steve Holmes Gary Mellor Gabriella Garner Mark Ash
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