PRINTITRESELLER.UK 37 ONE-TO-ONE MR: DX strategies have accelerated at pace, which is creating incremental opportunities within the document capture market. How can you help or how do you help your partners address and resolve their customers’ pain points around enabling successful digital transformation? RT: We have a number of partners who are already well established in enabling their customer’s successful digital transformation, and how we support new and existing partners largely depends on where they are on the journey of talking about DX to their customers. We have an onboarding process for all partners looking to embrace IDP, ensuring they understand how the product works, the commercial proposition and how it is licenced. That’s a key thing for our partners, they need to know: ‘If I'm going to be selling this, what is it and how do I package it up?’ We support and provide training around what key things they should be looking for within their customer base. So for example, what questions they need to ask around workflow within a certain document-intensive department such as the mailroom or accounts payable. It also depends on the vertical, if it's a manufacturing or a logistics company, we know where the sweet spots are when it comes to getting products produced and shipped for example. For a law firm, it's all about incoming mail, and getting those documents classified and indexed and in front of the fee earner so they can do their job. So, what we say to partners that want to go down this route is that we've got a skilled sales team at Kodak Alaris, and we'll do a lot of that upfront work with them as part of the training. We’ll support during those first meetings with customers to talk about document capture and IDP and we will also do the first few installs with them. We help with identifying opportunities, sales engagement, the sales process itself, through to project management and delivering the installations. MR: The channel is obviously a key integral part of the business, what’s the channel strategy moving forward? RT: Absolutely, our channel partners are very much a key part of our business. We have very strong and close relationships with our partners, as I mentioned earlier. Looking at revenue over the past three to four years, we’ve seen a significant increase in software revenue. So, we're clearly making the right sort of noises and doing the right things to support our partners to deliver that growth. We have been proactive in promoting our software solutions but if we look at our hardware portfolio, we’re also supporting on that side too. We have some very keen promotions on at the moment that will run through March 31, these are designed to help our partners secure new business. Promotions are always well received and at the moment we are focusing on two key models in both the A4 and A3 ranges. Our strategy is very much focused on getting the message out there and providing as much support as we can to our partners. We recognise that communication and education are key. So, to support and enable partners to increase software sales, we recently ran a series of webinars centred on KODAK Info Input Solution, our IDP offering and its capabilities and these were all well attended. We also held some partner days, in our new HQ in Hemel Hempstead and in Milton Keynes, which provided us with the opportunity to engage with our partners face-to-face. We only spent a very small part of those days talking about our scanners, the focus was more on: how do we support you from a marketing perspective and how can we reward you for doing business with us? Moving forward we will continue to create awareness of our wider offering, support our partners with the right pricing and commercial offering and the right sort of education, making sure our communications are as up to date and regular as possible. To watch the full interview please visit https://www.youtube.com/ watch?v=6JkC5FwJsr4
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