PRINTITRESELLER.UK 43 VOX POP We always share new leads with our partners and support them from the get-go to convert them into sales. This will include working with them to carry out in-depth assessments of a customer’s existing IT infrastructure and our engineers can work on behalf of the reseller to install and optimise the services and ensure that downtime is kept to a minimum. Our new MPS calculator is also helping resellers to transition towards contractual sales. It needs just a few simple details about customers’ print use for resellers to see how much money they can help customers to save by moving to print as-a-service. For example, large businesses could save as much as £16,500 over a three‑year period by switching to MPS, freeing-up funds to be reinvested elsewhere. LeAnne Foley, Head of Indirect Sales, Toshiba Tec: Our pre-sales team and business partner managers play a pivotal role in supporting partners to lead with a consultative approach. They develop tailored solutions and provide detailed demonstrations that address specific client requirements, offering expert advice and strategic insights to help partners present compelling value propositions. The team also ensures a smooth implementation and integration of solutions, providing ongoing support and training along the way, ensuring clients can fully leverage the solutions provided. Martin Fairman, Group Sales & Marketing Director, Kyocera Document Solutions UK: We understand the importance of switching from a transactional sales approach to a more consultative model, and we’ve developed our services to support our channel partners in making this transition. A key component of our new Hachi strategy is our Kyodo Consulting initiative – ‘Kyodo’ means ‘collaboration’ in Japanese, and this reflects our commitment to working closely with our partners to help them succeed by diversifying their offer beyond print. Through Kyodo Consulting, we offer a comprehensive suite of services, including in-depth digital transformation assessments, cybersecurity evaluations and all‑encompassing consulting engagements. These services are built to be flexible – they allow partners to take full advantage of Kyocera’s expertise as an extension of their own teams. Kyodo helps partners address their customers’ IT environment challenges while also positioning them as trusted advisors capable of improving IT infrastructure and compliance while driving business efficiencies and costs savings. Rowan Jeffreys-Hoar, Board Director – Partner Channel, Ricoh: As businesses increasingly reassess their workplace requirements, this often sparks broader discussions about both current operations and future growth strategies. In response to this, at Ricoh we have found that more conversations have become aligned to a cloud strategy. To equip our partners for these discussions, we offer an extensive portfolio of products and services designed to meet the requirements of the customers - from device connection to cloud services all the way through to document and workflow management. In addition to this robust product and service portfolio, we provide a dedicated team of Business Matter experts. These specialists play a crucial role in supporting partners throughout the entire sales conversation, providing the necessary expertise to empower customers with the right information. This support enables partners to guide their clients towards making informed decisions that address both their current and future business needs. Paul Leach, Director of Dealer Sales, Sharp UK: Our partners benefit from a multitude of support, from webinars to in-person training, we continuously improve our support to cater for consultative selling models. In 2024, we’ve hosted a webinar series, taking information straight to our partners. These webinars have been designed to provide our partners with guidance on our extensive portfolio and enable them to ask the right questions to uncover opportunities with their existing clients. A big part of supporting our partners with consultative sales is our Virtual Showroom, which is helping our partners meet changing buyer needs, allowing them to explore workplace technology holistically and through open and engaging conversations with their clients. Finally, we’re also supporting our own sales teams with training, enabling our sales managers to transfer a wealth of knowledge and experience across to our partners. Greig Millar continued... As businesses increasingly reassess their workplace requirements, this often sparks broader discussions about both current operations and future growth strategies
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