PRINTITRESELLER.UK 45 VOX POP Automation to enhance our cloud solutions suite of software to boost security and productivity to help partners meet customer requirements. LeAnne Foley: We offer comprehensive training courses and supporting materials on all our products, ensuring partners have the knowledge and expertise needed to diversify and upsell. Additionally, we share valuable market insights to highlight emerging opportunities and trends. This combination of training and strategic market information helps our partners to confidently explore and propose new solutions. Martin Fairman: We recognise that partners are looking to vendors for support as they move beyond print to a more consultative model. And this is where our Hachi model – representing the eight sections of our portfolio – content services, Kyodo consulting, managed services, cyber, infrastructure, collaboration, production print and document solutions comes in – it’s not just for customers but for partners too - offering an integrated platform of digital transformation opportunities and expertise that we are building into robust channel offerings. Hachi allows partners to tap into a vast array of expertise digital transformation services to uncover infinite opportunities. Whether it’s document scanning, cloud printing, e-invoicing or end-point security, Kyocera offers a wealth of solutions and managed services that enable our partners to confidently expand their repertoire and meet the diverse needs of their customers. We recognise the demand for diversification, particularly in cybersecurity, digital transformation and IT services. To this end, we have established dedicated teams and resources, including a robust cyber division that provides comprehensive user, device and data security. We can even help fill skill gaps with our in‑house expertise. These solutions are designed to address increasing cyber threats and ensure sufficient protection for businesses. Our approach includes providing in-depth cyber assessments, managed endpoint detection and response, disaster recovery and back-up solutions, all of which are supported by our dedicated cybersecurity team. Rowan Jeffreys-Hoar: We have run a series of webinars and partner event days designed to increase our partners’ knowledge and understanding of the Ricoh portfolio. These initiatives not only familiarise partners with our offerings but can demonstrate how Ricoh’s solutions can be leveraged to improve, enhance, and develop their organisation’s transformation strategy. To further empower our partners, we have our dedicated partner portal which allows our partners to create campaigns and activity with detailed collateral to engage more effectively with their customers, both current and new. Our partners are supported by our pre-sales support team, who work closely with their sales teams on portfolio awareness and build their confidence and knowledge in areas outside of print. Moreover, we take a hands-on approach by participating in customer meetings, both in person and via remote MS Teams sessions. In these sessions, we partner directly with the consultant to ensure that we are recommending the most appropriate products and services for each specific client need. Paul Leach: Diversification of revenue opportunities is built into our technology partner programme and we are constantly enhancing our portfolio to support our partners with this. We have a range of solutions, such as document and cyber security, unified communications, workplace design, audio visual and print. To support our partners with positioning and promoting these solutions, we are constantly surfacing content and training. For example, webinars, our Virtual Showroom and campaign collateral, empowering them to discuss these topics openly with their clients. We also recently launched a Bitdefender anti-malware engine, which complements the native security features of our MFPs. Not only is this an important solution from a security point of view, but it’s also creating dialogue for our partners and their clients, about the importance of protecting every endpoint within an organisation. www.xerox.co.uk www.canon.co.uk www.brother.co.uk www.toshibatec.co.uk www.kyoceradocumentsolutions.co.uk www.ricoh.co.uk www.sharp.co.uk Rowan Jeffreys-Hoar Paul Leach Diversification of revenue opportunities is built into our technology partner programme
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